Selling to Value

By Michael Leimbach, PhD, David Yesford

The Art and Science of Discovery

In today’s competitive environment, customers demand more than just solutions to problems—they expect sales professionals to deliver value that drives business outcomes. Discover the keys to becoming a value-based seller who aligns with customer success.

Key Takeaways:

  • Focus on Business Growth
    Align your solutions with the customer’s business goals, not just immediate needs.
  • Understand the Market
    Know your customer’s industry, market trends, and competition to provide relevant insights.
  • Engage Key Stakeholders
    Build strong relationships with the people driving the business forward.
  • Speak in Metrics
    Use business metrics to frame your solution’s value and impact.
  • Ask the Right Questions
    Guide discovery conversations that uncover deeper business needs.

Shift from problem-solving to delivering long-term value.

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