We’ve officially hit a turning point in B2B buying and selling. Value selling has gained so much traction in B2B sales over recent years that G2, the largest and most trusted software marketplace, has launched a new category devoted entirely to value selling tools. The addition of this category is a testament to the growing importance of these tools in the B2B ecosystem as a way to meet the demands of today’s buyers and empower sales teams to close deals with greater efficiency.
According to G2:
There’s been an increasing emphasis on demonstrating value for B2B software, partially due to increased budget constraints and the desire for tech consolidation. Given these changes in behavior, we realized there’s an opportunity to create a new category for tools that enable teams to quantify business impact and value of a given product. These tools are used to create business cases and ROI calculators to better support sales by quantifying business impact.
We are thrilled to see value selling tools recognized as a category of tools that sales and larger GoToMarket teams are using to quantify and communicate personalized benefits and business impact, adhere to sales methodology, and enable technical selling throughout the entire sales cycle.
G2 is a trusted technology marketplace and peer review platform that provides insights and information on software and services. For more than 10 years, G2 has been committed to providing buyers with authentic peer reviews that help them discover the right software to meet their needs. G2’s recognition of this category is a clear demonstration of the critical role these tools play in the B2B ecosystem.
The Rising Importance of Value Selling Tools
While value-based selling has been around for decades, the practice has recently become more popular as organizations look for ways to effectively convey the value of their solutions and drive urgency in deals. Value selling tools have helped organizations not only weather recent economic turbulence, but become a cornerstone of their go-to-market strategy, positioning them to endure in any environment.
Value selling tools are critical to helping scale value selling across your revenue teams and enable every seller a value seller. Recognizing the importance of value selling, many organizations have invested in creating value teams and hiring a handful of value engineers to analyze and calculate return on investment. But reality is that your value team likely isn’t big enough for engineers to sit on every call or prepare a business case for every deal. With value selling tools, these value departments can scale their impact, providing templates and tools that every seller can use to convey value in their deals.
With value selling tools, value engineers create templates to help sellers collect key information and criteria from your prospects or customers – things like business challenges, priorities and financial metrics – and then create outputs like an ROI report, total cost of ownership or business value assessment. They can then train sellers on how to use these templates to deliver value at every touchpoint. With advanced platforms like Mediafly, value teams and their enablement counterparts can track both if and how sellers are using the templates and understand the impact these value selling tools have on deals.
What Customers Say About Mediafly’s Value Selling ToolsÂ
As the industry’s only value-based enablement platform, we understand the importance of conveying value in every stage of your customer’s journey, and have built the industry’s most flexible value selling platform. We’ve help organizations like databricks, Okta, Egnyte and many more improve their win rates, increase deal size and reduce cycle time.Â
Take a look at what some of our customers have said on G2 about our value selling tools.Â
 Gustavo L. Principal Value Engineer Enterprise(> 1000 emp.) |  “It’s a complete solution for ROI. I’ve been using in my daily basis to create Business cases. One of the things that I most like is share assets with my peers in the solution.” Read full review on G2 |
 Verified User in Financial ServicesEnterprise(> 1000 emp.) | “Mediafly can showcase quantifiable business outcomes and value to be brought to a particular institution based on its identifiable organizational objectives. It brings a holistic view of how Finastra can help to achieve said goals.” Read full review on G2 |
 Doug M. Vice President, Value Acceleration Enterprise(> 1000 emp.) | “Many platforms focus solely on the calculations and minimize the importance of the user experience. Mediafly understands that getting salespeople to “really” adopt a self-service platform requires a compelling and engaging UI. I’ve used their value selling platform at two high-growth companies where we’ve had record-setting adoption. If adoption of self-service is what you’re after, there’s only one option, Mediafly.” Read full review on G2 |
If you’re either struggling to scale the efforts of your value team or looking for ways to incorporate value selling into your go-to-market motions, consider investing in value selling tools. To learn more about Mediafly’s value selling platforms, schedule time to talk with one of our value experts today.
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