If you’re in B2B sales or marketing and you’re actually trying to show customers the value of your product — not just pitch features — you’ve probably heard about value selling. But here’s the thing: most teams have no clue if their “value selling” is working. Enter analytics. This guide walks you through using Leveragepoint analytics to see what’s moving the needle, what’s fluff, and how to actually use the data to sell smarter.
This is for practitioners: sales ops, enablement folks, product marketers, and anyone who’s tired of dashboards that look impressive but don’t tell you squat about what’s actually working in the field.
1. Get Clear on What You’re Trying to Measure
Don’t just track what’s easy — track what matters.
Before you even open Leveragepoint, take a beat. Are you trying to see if reps are using value selling assets? Are you looking for proof that showing quantified value actually speeds up deals or drives higher prices? Be specific. Otherwise, you’ll drown in charts that don’t help.
Real goals look like: - Do reps actually use value tools in live sales calls? - Are customers engaging with the value calculators or business cases? - Does showing quantified value win more deals or bigger deals?
What to ignore:
Vanity metrics. “Dashboard logins,” “model creation counts,” or “average time per session” don’t help you sell more or better. Focus on actions tied to actual outcomes — not just activity.
2. Set Up Your Leveragepoint Analytics for Real-World Tracking
Out of the box, Leveragepoint gives you a bunch of analytics features. They’re not magic, but they’re a solid start if you set them up to answer your questions from step 1.
Key Analytics to Turn On (and Why)
- User Engagement: Who’s actually using the value selling tools? You want to see which reps, teams, or partners are adopting — and who’s not.
- Customer Engagement: Which prospects open, interact with, or share the value stories or calculators you send? This is way more useful than generic “sent” metrics.
- Deal Impact Tracking: Some setups let you tag or link value selling activity to specific opportunities in your CRM. If you can do it, do it. Otherwise, you’re guessing at impact.
Pro Tips
- Integrate with CRM: If your CRM and Leveragepoint don’t talk, you’re stuck with siloed data. Get the integration working so you can track value selling usage alongside pipeline progress.
- Custom Fields/Tags: If you can, tag value propositions by use case, market segment, or product line. You’ll spot patterns faster.
What not to sweat:
Don’t get bogged down in customizing every report at first. Start with a few key metrics and refine as you go.
3. Track Rep Adoption (the Honest Way)
You can’t measure value selling effectiveness if your team isn’t actually doing it. So start here.
What to Look For
- Frequency of Use: Are reps using the value tools with most of their prospects, or just once a quarter for that “big” deal?
- Consistency Across Team: Is adoption scattered, or are there pockets of high or low use?
- Who’s Driving Results: Sometimes, a few reps are responsible for most of the usage — and usually, they’re your top performers.
How to Use the Data
- Spot Gaps: Find teams or individuals who aren’t using the tools. Ask why. (Is it training? Do the tools suck? Is it just too much extra work?)
- Coach, Don’t Nag: Use analytics for coaching, not as a stick. If adoption is low, figure out what’s broken or missing.
- Share Success Stories: If a rep closes a big deal using value selling, make sure everyone knows how they did it.
What to ignore:
Don’t obsess over everyone hitting 100% usage. The goal is better deals, not box-ticking.
4. Measure Customer Engagement with Value Stories
It’s not enough for your team to use value tools — customers have to care.
Metrics That Actually Matter
- Opens & Views: Did the customer open the value story or calculator? Basic, but you’d be surprised how often this gets skipped.
- Time Spent: Did they spend 10 seconds or 10 minutes? If they’re really digging in, you’re onto something.
- Interactions: Did they tweak assumptions, download a PDF, or share it with colleagues? That’s real engagement.
- Follow-up Actions: Did value stories get forwarded around the customer’s org? Did new stakeholders appear in the deal?
How to Use This Info
- Prioritize Hot Deals: If a customer’s sharing your value case internally, that’s a signal to lean in.
- Refine Your Pitch: If everyone bounces after page one, your story isn’t resonating. Fix it.
- Identify Champions: Watch for prospects who share or customize value stories — they’re your internal advocates.
Don’t chase ghosts:
Some buyers never engage with digital assets, but still buy. Use these metrics as signals, not gospel.
5. Connect Value Selling to Deal Outcomes
This is where most teams fall down. They report on “usage” but not whether it actually made a difference.
What You Should Be Tracking
- Deals Won vs. Lost: Are deals where value selling was used closing at a higher rate?
- Deal Size: Are value selling deals larger, or at higher prices?
- Cycle Time: Does showing quantified value speed up the sales process?
- Discounting: Are reps holding the line on price more when they use value selling tools?
How to Pull This Off
- Tag Opportunities: Make sure deals where value selling was used are marked in your CRM.
- Regular Reviews: Don’t wait until Q4. Pull reports monthly or quarterly and look for patterns.
- Compare Cohorts: Stack up deals with value selling vs. those without. Don’t cherry-pick.
Watch Out For
- Correlation ≠ Causation: Just because value selling was used in a deal doesn’t mean it was the reason you won. But if you see a solid trend over time, that’s worth paying attention to.
- Pipeline Inflation: Don’t let reps mark “value used” on every deal just to look good. Tie it to actual delivery (sent, opened, discussed).
6. Learn and Iterate — Don’t Set and Forget
Analytics are only useful if you act on them. The goal isn’t to build the fanciest dashboard, it’s to get better at selling value.
What to Do Next
- Hold Short Learning Sessions: Review analytics with your team. What’s working? What’s being ignored?
- Update Your Tools: If certain value calculators or stories never get used, ask why. Maybe they’re too complex, or not relevant.
- Share Plays That Work: When someone cracks the code — a great value story, a new way to present value — share it widely.
Keep It Honest
- Don’t Bluff: If the analytics say value selling isn’t moving the needle, face it. Maybe the pitch is off, maybe the tools aren’t helping — but pretending won’t help you improve.
- Start Simple: Don’t make people jump through hoops to get the data they need. The more friction, the less likely anyone will actually use it.
Wrapping Up: Keep It Simple, Stay Skeptical, and Improve
Tracking value selling effectiveness with Leveragepoint analytics isn’t about proving something to the execs. It’s about finding out what actually helps you win better deals. Start with a few real metrics, ignore the noise, and don’t be afraid to change course if the data tells you to.
Most importantly, don’t overcomplicate it. Use analytics to learn, adjust, and help your team focus on what works — and dump what doesn’t. That’s how you actually get better at value selling.