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Value Communication - Sales

Value Communication - Sales is a value communications tool designed exclusively for the needs of sales professionals. It enables them to:

  • Shift the focus of sales discussions from price to value
  • Provide tangible, compelling proof-points of your product's differentiation
  • Customize value messaging to specific accounts and to specific functional stakeholders within accounts
  • Share customer feedback and competitive intelligence with marketing

LeveragePoint's value communication tool provides sales professionals access to a catalog of value models, easily searchable by product and customer segment. The value models are specially formatted for selling situations - all data is summarized into one page and can be easily modified to reflect the specific customer's business model.

Using the value model as either a sales preparation or customer-facing sale tool, sales professionals can clearly demonstrate the amount of economic value that their product delivers to the customer versus the competition.

How it works

  • Search the catalog of available value models to browse and select an appropriate value model
  • Make and save a copy of this value model, modified for a particular selling opportunity. Modifications include:
    • adding the name of the customer account
    • modifying value driver calculations to reflect the customer's cost, revenue, and assets
    • adding information about the customer's key stakeholders
    • updating competitor pricing information
    • inputting the customer volume of usage (of product) either monthly, quarterly or annually
  • After using the value model, add specific notes for future reference.
  • Also, provide an overall rating and feedback that marketing can use to either modify the base value model or in future value models.

Value Communications for Sales interface:










Avoid Discounting Using
Value-Based Pricing.


Ask the Expert

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Click here to read Tom's past advice, or email AskTom@leveragepoint.com to ask a question of your own.