Sales Spotlight: Value Equals Help

Posted on 02 Nov 2016


We speak about value but what is value in our world?   My take on this is simple… Value=Help.

Most of our prospects and clients can spot a fake Rolex from a mile away. Many of them can also calculate the interest they will make on a pawn in their heads. These things are very important to the pawn broker. Though it may not be apparent at first, software will be the driving force in managing their operations. It is as important as the rent, the lights and their signage.

The 9 Ways a Sales Person Can Provide Value



  1. Publish Content
  2. Answer Questions
  3. Post in Industry Groups
  4. Provide How-To's
  5. Share Information about Offers or Webinars
  6. Be Consultative
  7. Demo the Product
  8. Offer References
  9. Share 3rd Party Reviews and Testimonials


9 Ways Sales People Can Provide Value


Len Summa

Written by Len Summa

Len Summa joined Data Age Business Systems, Inc. in 2012 and currently serves as Chief Executive Officer (CEO). Before becoming Data Age Business Systems’ CEO, Mr. Summa was Chief Operations Officer (COO) for four years. He has 26 years of experience in executive software solution sales and operational management for both early stage and well-established firms. Prior to his Data Age service, Mr. Summa was the General Manager of global sales and operations at Persystent Software, an industry-leading enterprise recovery software. Mr. Summa has also served as the Director of North American SMB sales and operations at, the preeminent software firm in the learning management space. Mr. Summa has a vast business and entrepreneurial background and was the co-founder of Lou Ferrigno/Fitness Showrooms, a highly successful retail and wholesale chain located throughout the Northeastern United States.

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