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> Presenting their capabilities and skills without first understanding what the customer is looking for
> Rates set based on costs rather than on value for customers
> Technology stack decisions and architecture options based on the team’s preferences, not on the customer’s needs
Value Selling nudges vendors to focus the conversation on the value created for customers and to be very specific about that value.
The unexpected consequence is that it actually simplifies the sales process and leads to faster results.
This is for
_Software development agencies from Central & Eastern Europe
Who will benefit the most from it
_Owners
_Managers
Price
The price you have to pay is 30 minutes of your time.
When and where
Why software companies are forced to move from selling cheap(er) to something else
What is Value Selling
How it can be used for both new business proposals and ongoing projects with long-term clients
And how this is not only for the sales and marketing roles, but also delivery managers, tech leads and anyone else in your teams interacting with clients
Soft Fight — Price management for peace of mind © 2023. All rights reserved.
Soft Fight SRL
12 M. Kogalniceanu St., Building C3, Iasi, 700454, Romania