B2B Value Strategies Blog

June 24, 2016
 
We’ve all heard it before, sounding oddly familiar to the midnight ride of Paul Revere: “The Millennials are coming! The Millennials are coming!” It was true; we were coming. But now, we’re here. (How’s that for an intro?)
In 2015, Millennials surpassed Generation X to become the largest share of the American workforce. In 2016, Millennials surpassed Baby Boomers as the nation’s largest living generation at over 75 million people (Pew Research Center). The Arketi Group conducted an online...
June 16, 2016
 
The “moment of truth” for B2B sales reps selling a complex solution involving multiple stakeholders is the time they spend presenting and interacting with prospects and customers. An Aberdeen Group study revealed the top resource request by 52% of B2B sales reps was “Improve differentiation in messaging and sales presentations to tell a better, unique story...
June 10, 2016
 
The first meeting by your sales reps with senior buyers is the most critical step in the sales process. Impressing the audience with knowledge of their industry, identifying relevant business challenges, and proving how your solution produced positive financial results for similar companies are all prerequisites to...
June 03, 2016
 
Two forces driving B2B change are clear. First, continuous innovation to enhance, differentiate and revolutionize products and solutions is the primary way that B2B enterprises compete effectively. Second, B2B buyers require less and later direct interaction with sales reps because they have more information available to them online. The result: achieving B2B...
May 26, 2016
 
B2B innovation has created an important and permanent role for presales professionals. “Presales” roles have many job titles but, regardless of title, presales team members:
engage directly with customers pre-sale
provide in-depth technical and product information
tailor a package or solution to customer specifics
provide product or solution use and...

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