Value Selling is changing B2B Sales. Customers no longer buy the cheapest product. They buy partners who help them create long-term business value. If customers still care about price, why are the best companies investing even more in trust, long-term partnerships, and customer outcomes? And why does Pramesh Maheshwari believe "strategy" is one of the most overused words in business? In this episode of the B2B Sales Trends Podcast, Harry sits down with Pramesh Maheshwari, President of Lifecycle Solutions, Services and Cyber at Honeywell Process Solutions, to explore one of the biggest shifts in modern B2B Sales. Together, they unpack why Value Selling, Consultative Selling, and becoming a true Trusted Advisor require far more than simply asking good questions. Along the way, they challenge some of the biggest assumptions in modern B2B Sales: ā¢ Why Total Cost of Ownership is no longer enough to win complex buying decisions.
ā¢ The surprising reason many Voice of Customer initiatives fail despite positive feedback.
ā¢ Why knowing your customer's customer may be just as important as knowing your own product.
ā¢ Why hearing customers isn't the same as understanding them. š Explore more insights: https://globalperformancegroup.com/ š Download the whitepaper "You're Entering the Deal Too Late": š https://globalperformancegroup.com/resources/#papers š Try the Revenue Accelerator: š https://revenueaccelerator.globalperformancegroup.com ā±ļø Timestamps
00:00 Why Value Selling replaced competing on price
02:20 From lowest cost to strategic partnerships in B2B Sales
08:13 Why Total Cost of Ownership changed buying decisions
12:37 The shift from Solution Selling to solving future customer problems
17:51 Why listening isn't enough in Consultative Selling
26:41 The three habits every Trusted Advisor needs About Pramesh Maheshwari Pramesh Maheshwari is President, Lifecycle Solutions, Services and Cyber at Honeywell Process Solutions. With more than three decades of global leadership experience in process automation, he helps organizations improve resilience and long term customer value while leading Honeywell's Lifecycle Solutions, Services and Cyber business. Connect with Pramesh Maheshwari on LinkedIn: https://www.linkedin.com/in/pramesh-maheshwari-36617a15/ š£ If this conversation challenged your thinking, share it with your team. š§ Prefer audio? Listen on Spotify or Apple Podcasts, or watch the full conversation here on YouTube. Apple Podcast: https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB Spotify: https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25 š Explore more: https://globalperformancegroup.com/ š Download the whitepaper "You're Entering the Deal Too Late" š https://globalperformancegroup.com/resources/#papers š Try the Revenue Accelerator: š https://revenueaccelerator.globalperformancegroup.com šļø Want to be a guest on B2B Sales Trends?
We feature senior B2B sales leaders, commercial executives, and operators shaping modern go-to-market strategy.
Apply here: š https://globalperformancegroup.com/guest-submission/
