Minoa

Fresh off the press - Minoa has been named a High Performer in G2's latest summer report 🏆 We believe that value-selling is the only way of selling. Executive decision-makers expect a business case that outlines the project's impact on key business metrics and financials. We're excited that Minoa is the best solution for modern GTM teams to bring value into every customer conversation and convince all stakeholders to sign the deal. And we're incredibly grateful to our customers - thank you for your feedback, engagement, and support. We're only getting started! ✨

From Demos to Business Architects: How Presales Became the Core of Value-Selling. Sara Jones recently shared a great breakdown of how presales has evolved. Back in the 90s, presales teams spent most of their time running product demos—about 80% of it, actually. Fast-forward to today? That number is down to just 20%. The rest of the time is spent on something way more strategic: helping buyers map out business outcomes. A few key shifts stand out... 🔍 Buyers do their own research With free trials, peer reviews, analyst reports, and interactive demos, buyers show up already knowing a lot. They don’t need a feature walkthrough—they need to understand ROI. How does this solution compare? What’s the business case? 🙇 Strategic discovery makes or breaks value-selling Asking the right questions early—digging into pain points and quantifying their impact—sets everything up for success. If we get this right, proving value later becomes much easier. 🤝 Trust is everything Everyone wants to be a “strategic advisor,” but 38% of deals still stall because the value prop doesn’t connect (Gartner). The better we align with the customer’s real business challenges, the more they listen—and move forward. I love how Sara put it: "We're not just demo jockeys—we're business outcome architects." How do you see presales teams evolving to focus more on business outcomes?

🚀 Calling your customers is still the way to go. 📞 A short and concise reminder by the Instacart Business GM & Senior Director of GTM Strategy Priya Monga about why it is never wrong to simply pick up the phone and initiate a conversation. #valueselling #minoa #sales #coldcalling #salestips #salesstrategy

Welcome to the Team Asa 🚀 Stoked to have you onboard fulltime 🥳

What are the basics for good value selling? 3 Key takeaways from our conversation between our CEO Max Elster and Marchelle Varamini, current VP in the Value Office at Boomi former VP of Value at Amplitude 👇 1/ Understand your business purpose - To tell a compelling value story, it is essential to get the fundamental business reasons for your organization’s existence right 2/ Emphasize Necessity - Telling a value story which places your product as a must-have, not a nice-to-have, is key. In order for this to work, your product’s ‘why’ needs to be communicated clearly 3/ Collaborate cross-functionally - Ensure that marketing and sales tell the same coherent value story to create multiple touchpoints which create a strong feeling of why #valueselling #minoa

I've enjoyed every interaction with the Minoa team. They really understand the value engineering space and how the methodologies can be scaled for direct sellers. I also had the privilege of rolling them out at a previous company and we had great success together. Check them out if you're thinking about ways to build more customer-specific value props for your sales opps!

🎉 Minoa is the easiest to do business with among all Value Selling tools (according to G2) Thank you to all of our great partners, advisors, customers, and users. We can’t wait for a great 2025 together! 🥳

Uhhhhhm....can we use this as a website testimonial? Happy Friday 😵

Are you positioning ROI the right way? Discover the key to capturing attention. When selling a sales tool to a CRO, focus shifts from cost to productivity. The CRO isn’t as concerned with the price tag but with how the tool will boost their team’s efficiency. They want rep productivity gains, not necessarily increased quotas. On the flip side, the CFO is all about the numbers. They look at ROI differently: - How does your tool compare to existing ones? - Does it save money long-term? You need to tailor your ROI pitch to who’s on the other side of the table. Some call it Persona-specific value messaging. Jim Kelliher, former CFO a Drift and LogMeIn summarizes the importance of that in this short clip. It’s not about spinning the ROI, but positioning it to resonate with their priorities. Who would benefit from this right now? Anybody you know?

Value selling is no longer just for consultants. In today's world, everyone in sales needs to think about value. From SaaS sellers to customer success managers, understanding the value of what we offer is crucial. 🌟 Gone are the days when only management consultants like McKinsey or Bain talked about value propositions. Now, it's a must-have skill for all sales and customer success professionals. Why? Because buyers are smarter and more involved than ever. Max Faun, acting GM at Okta, summarized his thoughts here during our value and sales dinner in London a couple months ago! Give us a ping if you want to join one of those dinners next time!