B2B Value Strategies Blog

April 29, 2016
 
B2B innovation is a two-edged sword, improving enterprise business opportunities while increasing sales complexity. Technology delivers better products but makes them harder to understand, apply and explain. Implementations are more customized as B2B solutions are increasingly tailored to customer specifics. Decision-making by customer committee adds to the degree of difficulty. As a result, one-on-one selling is becoming a distant memory as the lone-wolf breed of account rep is replaced by...
April 21, 2016
 
At B2B Global 2000 Enterprises only the CEO, Sales Leader, and their top 10% sales reps consistently succeed at addressing this question with customers; and qualify the opportunity in the process. Why is it so difficult to get all sales reps to do the same?
Sales leaders know robust sales pipelines of qualified opportunities are mandatory for reps to achieve goal; however, many Sales VP’s ignore these three points:
Customer First Impressions Matter: According to Forrester Research, only 22%...
April 14, 2016
 
Read this if your product is sold to OEMs or through distribution channels!
We’ve written many a blog post about customer value quantification: namely the virtues, the challenges, and most importantly the how-to-do-its. So if you are interested in that topic, there’s a great base of content to draw upon: Quantifying Customer Value: How Good Do the Data...
April 07, 2016
 
Any C-suite meeting for B2B sales teams is an important event. It represents that rare opportunity to access decision-makers directly, to leverage senior management in motivating customer teams and to break the logjam of customer inaction. Yet the outcome of big meetings often fails to meet hopes and expectations. Why not?
Failure is almost always rooted...
March 18, 2016
 
The successful sale of a complex B2B product or solution often faces the twin challenges of addressing multiple customer stakeholders and of driving change or innovation at a customer organization.
Engaging a customer executive can improve the quality of a sales opportunity, generating customer responsiveness and speeding up the sales cycle. One good C-suite...

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