Value Strategies Blog

For our July Webinar, Rick Cantril shared his experience initiating, dialing up, and maintaining Value Selling at scale, improving win rates by 10% and decreasing sales cycles by 50-75%. At the end of the session, he answered questions from the…

Whether you believe that product launch failure rates are only 40% or are closer to 65-75%, getting product launches right is important. To drive continued profit growth with innovative products, the best B2B companies splice a strong product development and…

For our June Webinar, Peyton Marshall shared the ways in which Value Propositions can be used by Customer Success and account management teams to retain and grow their existing accounts. To conclude the webinar, he answered some questions from the…

Sales velocity is an increasingly popular method for measuring overall B2B sales performance and pipeline health. It’s an equation that generates a number ‑ your sales velocity. The number doesn’t mean much in absolute terms. You need to compare it…

Coaching Experienced Players.  Good value coaches help colleagues quantify the differentiated value of our offerings for better go-to-market strategies, improved pricing, and superior sales performance.  Some of our colleagues are new to value management.  Their coaching needs are usually clear:…