The Value Coach’s Playbook 1.3: Midfielders. Quantify and Dollarize Value
Coaching to Good Value Content. Understanding our customers takes creativity and experience. As value coaches, we facilitate our team’s deeper customer understanding not by handing them answers, but by prompting them to ask good questions. Previously, we drew parallels between…
Three B2B Sales Trends Since the Last Pandemic: How to Succeed in Human and Business Terms This Time Around
At LeveragePoint, we recognize that COVID-19 will have an impact on society that transcends the world of B2B sales and marketing. Our thoughts and prayers are with those providing care and those who are impacted. We hope to do what…
The Value Coach’s Playbook 1.2: Midfielders. Differentiate and Identify Sources of Value
Value Coaches Ask Good Questions. Value coaches in B2B organizations are on a mission. Our objective is to drive our teammates to strong value content by asking the right questions. Previously, we drew parallels between coaching soccer in the three…
May the Best Solution Win: Selling Strategies to Convey Your Superior Value Q&A
For our February Webinar, Mike Wilkinson shared secrets to understanding and communicating your value throughout the sales process, and winning deals when you have the best solution. To conclude the webinar, he answered some questions from the audience. Here are…
The Value Coach’s Playbook 1.1: Midfielders. Prepare to Quantify Value – Frame the Discussion
Coaching. Coaches make the difference between pickup soccer and championship football. Great coaches prepare their team mentally and physically. During the match they orchestrate player adjustments by reading opportunities and diagnosing challenges. They address mental and emotional fragility. They motivate…
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