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The Layers of Digital Value Propositions: Case Study View

In our May Customer Success Tip, I mentioned the idea of having multiple views of a single value model depending on the audience or phase of the sales process you might be in. As promised, this post kicks off our 3…

Value Propositions that Address Sales Uncertainties: Equip Sales Teams with Content Options for Customer Conversations

Do you remember your first adrenaline rush? There is a good chance that it came from fear, anxiety or stress: states of mind that happen to all of us. Some people enjoy the adrenaline and deliberately or impulsively make choices…

Why Millennials get close more deals

Why Millennials Outsell Traditional Sales Reps: 3 Key Facets of the Digital-age Selling Strategy

There’s nothing that grinds a millennial’s gears more than wasting time. Which explains why we turn our nose up at the traditional sales approach. Cold calling, long presentations, and frequent rejection? Yeah, we’re all set. It’s tempting for managers from…

Sales Conversations that Engage B2B Buyers: The 3 Layers of a Great Value Proposition

B2B buyers usually have hectic schedules. Yet they make time for some sales conversations. Why? Busy executives take a sales call because getting live answers to a few key questions is faster than searching the internet for answers. Invariably buyers…

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