Three Approaches to “Why Stay?” Customer Value Generates Recurring Revenues
B2B account executives and customer success managers dread the customer decision point that every existing account deliberately confronts sooner or later. Will they renew? Even if the account has been on autopilot for years, a deliberate choice to remain our…
Make Buyer Interactions More Valuable: Virtual Customer Experiences and Remote Decisions
Restaurant dining and B2B buying are similar. Hospitable service, impactful presentation, and satisfying outcomes keep customers coming back for more. Unless seating capacity is reduced and customers stay home to stay safe. COVID-19 is changing the practices of both diners…
Mastering Value Communication: Transform Your Sales Execution with Skills and Technology Q&A
For our September Webinar, John Shulman shared strategies for elevating key skills across B2B sales teams using cutting-edge, interactive technology. At the end of the session, he answered questions from the audience. Here are his live answers: Of the common…
Mobilize Value Selling: How To Increase Your Sales Velocity Q&A Part 3
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 a handful of…
Master Value Conversations: Creating a Value Based Business Q&A
For our August Webinar, Mark Stiving explored how B2B companies can transform into Value Based Businesses that consistently capture the impact of their Value-Based Pricing efforts by supporting sales conversations centered on value delivered. At the end of the session,…
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