Blog

The C-Suite Case for Value Selling: Increase Your Sales Velocity

The best single metric for B2B sales success is sales velocity. As a measure of performance, sales velocity provides a clear way to organize the essential factors that will drive immediate revenue growth. It measures how quickly deals move through…

How to Start the Customer Value Conversation: Two Approaches to Accelerate Sales Velocity

Chefs and B2B sales professionals have a lot in common. The best ones develop their techniques to improve their performance. Here is one set of strikingly parallel questions for the chef and the sales rep: For the chef: How do…

Customer Value in Product Development and Launch Reviews: Three Essential Questions a Gate Reviewer Should Ask

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…

The Value Coach’s Playbook 1.6: Proofread Models to Correct Mistakes & Fill Gaps

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:…

Customer Success Practiced Right: Customer Value – The Focal Point for Existing Relationships

In mid-March, Nick Mehta, CEO of Gainsight, was ahead of the curve in 5 Reasons Why Customer Success is Existential during a Downturn. Although his blog was directed toward SaaS businesses, his fundamental points apply widely across B2B sectors with…

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