THE BOTTOM LINE

In an increasingly competitive market, proving value has become a critical part of every deal. To understand the benefit of a value selling approach, Nucleus examined over 1400 sales deals to evaluate the results of using quantifiable proof points and ROI case studies during the sales process. Nucleus found that vendors who used value as part of the sales process could expect to shorten the time to close by 31 percent, reduce discounting by 27 percent, and decrease the number of lost deals by 12 percent.