What does Insight Driven Value Creation Involve

1. Sharing data-driven insights - Providing customers with relevant research, data, and trends to help them identify opportunities and challenges they may have overlooked

2. Educating and challenging customers: Encouraging customers to think diferently and consider new approaches by challenging existing mindsets and offering alternative perspectives

3. Providing evidence of value: Using real-world examples, case studies, and data to demonstrate the tangible value and impact of your solution.

4. Diferentiating your offerings: Clearly articulating the unique benefits of your solution and how it stands out from the competition

Why is Insight Driven value creation a future focused skill

• The value-oriented buyer: Customers are increasingly focused on value and are more likely to engage with sales professionals who can ofer unique insights and demonstrate a deep understanding of their needs. In fact, Mercuri International’s Future State of Sales Survey 2021 found that 85% of surveyed executives ranked Customer Value Orientation as the most important trend for staying competitive

• The knowledge gap: While the demand for value-based selling is high, many sales professionals lack the necessary skills. In the same Mercuri International study, 38% of executives reported that their salespeople lacked skills in value-based selling

• The rise of the Insightful seller: Buyers are more likely to trust sales professionals who act as consultants, share valuable insights, and create value beyond the product. Research from Mercuri International shows that 66% of B2B executives view salespeople who educate, inspire, and challenge customers as key to building trust. Similarly, according to Forrester, 77% of B2B buyers appreciate receiving customized data and insights from sellers who can teach them something new. Other industry level studies also further highlight this trend, with 89% of buyers reportedly more likely to purchase from sales professionals who act as trusted advisors and provide valuable insights

(Source: Mercuri International’s 2025 The Future State of Sales Skills  Skills survey)