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Best Practices for Accelerating Your Value Strategy Q&A

For our October Webinar, Stephan Liozu shared best practices for accelerating value strategy deployment and overall value transformations.  To conclude the webinar, he answered some questions from the audience. Here are his live answers: Can you give some best practice…

Engaging the Professional Buyer Q&A

Time spent with a professional buyer is precious and limited. According to Gartner, only 17% of the overall buying journey is spent meeting with potential suppliers. The rest of the buyer’s journey consists of researching independently online, meeting internally, and…

[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges

The Question for Marketing.  Do B2B sales teams use marketing content?  It’s a legitimate question to ask as marketing leadership sets next year’s goals. For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority list.  Marketing…

[Part 3] Execute on Account-based Marketing: Value Selling to Stakeholders at Key Accounts

Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM).  ABS in the best B2B commercial organizations is deployed effectively by using Value Propositions.  A Forrester survey of buyer executives found that the first vendor to communicate a…

[Part 2] Execute on Account-based Marketing: Value Propositions for Specific, Account-Centric Sales

Account-Based Marketing (ABM) can only fulfill its potential if it delivers consistent content that is useful for Account-Based Selling (ABS).  The best B2B sales teams already utilize ABS, having realized that one-dimensional, product-centric selling is not enough.  These sales teams…

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