The Value Sale: How to Prove ROI and Win More Deals

Ian Campbell does a great job explaining how important value is in the sales process.I’ve spent my entire 35 years working in corporate America for companies like IBM, Ford and Comerica Bank and have been involved with marketing, sales, purchasing, HR, finance, manufacturing and software development; and this book nails it right on the head. Keep it simple, stick to the top five, make sure it is their data and calculations and keep it honest without any undue pressure.The book is an excellent reference, the only issue I see is that you can’t just read a book, you need someone like Ian to work with you as well to help train you with these methods. As a newbie at IBM Sales School, I spent weeks practicing sales calls with these same basic rules.

A friend recommended this book and while I was hesitant because I don’t work in sales per se, I found this book very insightful and it can be applied across industries. Great read for anyone looking to think more strategically about ROI, ultimately we are are all selling value one way or another.

I loved the perspective of this book. It really made me think in depth different strategies that can help you be successful. The read was easy and it really made you think. Super happy I purchased this!

This boo manages to present complex topics in an approachable format, without withholding important details. The author is able to boil down key financial topics into simple to understand sections and shows how to leverage this new knowledge in the sales process. Great for any salesperson that has to present to the CFO or other key finance personnel. Running throughout the book is the idea that everything presented is in service to wining the deal.

Sales Pros - In my nearly 40 years of sales experience, I have found that there are only two economic climates for sales:1. The eras of good feelings and cheap money where selling has low friction(Think 2010 - 2022)2. The eras where times are tight and customers are working hard to justifyevery dollar spent (Think NOW)In my opinion, there is only ONE selling approach that is successful in each of these eras and that is Value Selling. And if you haven't been well developed in this skill, Ian Campbell's new book The Value Sale is just the primer that you need to start.Ian breaks down both the benefits of Value Selling and the fundamental approaches and tools that any Sales Pro needs to be able to execute in these tough times.I knew I was in the right book when he was talking about benefits and stated that any product only delivers 3 benefits:1. Increased Productivity2. Reduced Cost3. The byproduct of 1 and/or 2 which equals increased profit(Go through the list of benefits your product delivers and I bet you will find you can put them into one)I have been sharing my version of this belief for many years and it is great to see that I wasn't alone in this philosophy.And to my Marketing Pro friends, Ian doesn't leave you out. Throughout the book, he shares ideas on how an emphasis on Value can support your buyer's journey through your marketing efforts.The Fed stated yesterday that we will probably not have a recession. That's great news. But it is not going to immediately turn on the B2B buying spigot. If you want to succeed in these times AND in the times when things get better (and they WILL get better) you HAVE to develop the Value Selling skills and mindset. It will serve you in both eras.

I have read dozens of books on sales over the years, most are over written and boring. I found this book to be plainly written, elegant and an easy read with the same philosophy taught to me by my sales mentor my father. Sales is all about respect building relationships, and follow thru, this book shows the most direct path. Highly recommended...

This is a good quick read on how to leverage value messaging in sales. Easy to digest examples make it simple to understand and apply the lessons in your sales career.

Great read so far. Straightforward strategy on how to sell and showing how your product can deliver value for the customer. Straight to the point and concise, unlike a lot of the other sales books out there. Definitely recommended for anyone who’s a sales professional.