Blog

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes

Equipped with extensive online information, risk averse B2B buyers can be elusive. With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer inertia. As highlighted in our last blog, the biggest sales challenge early…

How to Test a Value Proposition: 4 Steps to Maximize Sales Team Usability of Value Content

Value selling delivers results.  CRM data from B2B organizations that have adopted value selling demonstrate that opportunities where a Value Proposition is used result in: (1) 5-15% higher win rates and (2) 5-25% higher price outcomes. But the content and…

Selling Complex B2B Products and Solutions: Presales & Effective Customization Using Value Propositions

B2B sales teams increasingly include presales professionals who explain complex technology and apply complex solutions in customer-facing roles. As content and solutions are increasingly customized to account specifics, presales team members provide the necessary knowledge, bandwidth and experience to support…

Selling Complex Products and Solutions Profitably: Grappling with 4 Enterprise Sales and Presales Strategic Trends

For complex B2B products, specialization and customization are two unstoppable waves in business strategy and organization. Sales teams increasingly include specialist presales professionals who make it possible to address complex problems and apply complex solutions in customer-facing roles. Customization of…

#1 Way B2B Sales & Marketing Leaders Can Grow Top-Line Revenue

The “moment of truth” for B2B sales reps selling a complex solution involving multiple stakeholders is the time they spend presenting and interacting with prospects and customers. An Aberdeen Group study revealed the top resource request by 52% of B2B…

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