<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=577820730604200&amp;ev=PageView&amp;noscript=1">

Value is in the eye of the beholder. There are lots of different ways to think about value. But you can be the biggest part of the value proposition.

Your Business Acumen
You create value by understanding fundamental business principles. You understand how what you do is translated into greater revenue, lower costs, and increased profits. Part of business acumen is knowing how your business works and understanding your business model. It’s also knowing how your client’s business works and their business model.

Business acumen is the new sales acumen. You create value by understanding how to help your clients with their business.

Your Situational Knowledge

Your experiences are also valuable to your clients. You have some scars, as my friend Dave Brock would say. You’ve seen what works. You’ve also seen what has failed. Your experiences allow you to create value for your clients by helping them find the path to better results, seeing around corners, avoiding common pitfalls, and taking advantage of opportunities.

Your situational knowledge creates value for your clients by helping them make decisions based on experience.

Your Ideas

Nothing makes you more valuable than ideas. Resourcefulness is perhaps the greatest human attribute. Your ability to generate new ideas that help move your client’s business forward is valuable–and it can easily differentiate you in a crowded marketplace.

Your ideas allow you to be the value.

Your Ability to Collaborate

You have business acumen, situational knowledge, and ideas. But so does your client. They want to collaborate with you on a solution to produce better results. You know what you know, but you don’t know everything your client knows. Your ability to collaborate with them on a solution creates value, and it almost also creates more value than dictating a solution that hasn’t taken into account all the things that makes your client unique.

Your ability to collaborate makes you a good partner and an effective team member. It creates value for you clients by helping them get the solution they need.

Your Ability to Build Consensus

There is no power sponsor. There are sponsors. More and more, business are making decisions by consensus. The status quo is well-entrenched in their organizations, and it’s sometimes as difficult for your contacts to sell within their own organization as it is for you to sell in yours.

Your ability to help your clients build consensus in their organization makes you a value creator. It’s helping them do something they struggle to do on their own: build the case for change.

Your Ability to Execute

You create value for your clients by owning the outcome that you sold them. They aren’t paying for the idea alone. They’re paying for the execution of that idea. They’re paying for results.

You create value when you orchestrate the effort of your team, owning the outcomes, delegating the transactions, and producing the results they need. Execution is value creation.

Sales 2013
Post by Anthony Iannarino on July 22, 2013

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

ai-cold-calling-video-sidebar-offer-1 Sales-Accelerator-Virtual-Event-Bundle-ad-square
salescall-planner-ebook-v3-1-cover (1)

Are You Ready To Solve Your Sales Challenges?


Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

Solve for Sales

Join my Weekly Newsletter for Sales Tips

Join 100,000+ sales professionals in my weekly newsletter and get my Guide to Becoming a Sales Hustler eBook for FREE!