IYNFYL

Enterprise SaaS AE

Is ValueSelling the same as Solution Selling?

So at a new company in the SaaS space and they are using "ValueSelling or Value based selling". The only thing is it's pretty much the same as solution selling but a shit ton more steps.

Anyone else use this methodology and have any advice since management is strict on following this sales strategy?

📳 SaaS

👑 Sales Strategy

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12 comments

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CuriousFox

WR Officer

🦊

Well value talks about price/ROI, where solution talks about the end result of using said product.

SADNESSLieutenant

Politicker

Officer of ♥️

well said.

Pachacuti

Politicker

They call me Daddy, Sales Daddy

To me Value is justifying the price.

Solution Selling is focusing on the needs of the customer without regard to the amount of money involved.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Are you talking about the actual program ValueSelling, where you have to find the ValueMatch?

IYNFYL

Politicker

Enterprise SaaS AE

I think that may be correct

Sunbunny31

Politicker

Sr Sales Executive 🐰

Ton of steps, similar to other sales methodology, but my problem with it was that the terminology got me balled up. Words are used that don't mean exactly what the program states they mean, and my inner linguist really struggled with that.

Like many other things, there actually are some good things to draw from the program, but if you have to use the form and fill in all the boxes every time you talk to a prospect (and then replicate that info into your CRM), you have my condolences.

IYNFYL

Politicker

Enterprise SaaS AE

Yeah that is what I've found to be different is not only being able to have a valuable conversation, but keeping in mind the specific framing questions in order to fill out the boxes. We shall see how this goes

Gasty

Notable Contributor

War Room Community Manager

Value selling is about Them.
Solution selling is about You.
Them > You.

regards,
always

Blackwargreymon

Politicker

MDR

Well value talks about price/ROI, where solution talks about the end result of using said product.

butwhy

Politicker

Solutions Engineer

In my experience - no, they are not the same. Value Selling involves a bunch of bullshit ROI calculators that the company paid Forrester to back up, Solution Selling involves a bunch of bullshit diagrams to convince the customer you ABSOLUTELY can integrate with that one platform (even though your REST APIs aren't documented and no one has ever done it before).

Error32

Politicker

ISR

My last job was 85% on a rolling 180. When I was told that, I asked the hypothetical in onboarding that if I hit my quota in the first 6 months, and went 0% the last 6 months, I would be fired for going 100% on the year.

Clashingsoulsspell

Politicker

ISR

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IYNFYL

Is ValueSelling the same as Solution Selling?

12 comments

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