How Customer Centric is Your B2B Commercial Team? A Focused, Digital Approach for the 20’s
If hearing “the 20’s” conjures up visions of gangsters, gender rights, and low-cost wireless entertainment, then maybe your head is in the wrong century. Then again, maybe not. In any event, the 2020’s are arriving. Whenever we hit a round…
Generate Momentum in Value Selling: A Checklist for Sustainable Improvements in B2B Sales
It should be simple. Sales professionals are paid based on results. Value selling improves results. CRM data from B2B organizations adopting value selling show that opportunities where a Value Proposition is used have 5-15% higher win rates and 5-25% higher…
Close the Right Deal Based on a Shared Business Case to Buy: Using Value Propositions Later in the Sales Cycle
The best B2B commercial teams drive simplicity into the way their teams sell complex solutions. Yet no matter how streamlined your team’s approach to selling, B2B buying processes are rarely straightforward or transparent to the sales teams navigating them. As…
How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities
Understanding Sales Challenges, Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. These concerns are consistent…
What Are You Doing to Enable B2B Sales in 2018? Align Your Value Proposition with Your Sales Initiatives
What percent of your B2B sales force made quota in 2017? A CSO Insights survey suggests that 57% is the average. This means that 43% didn’t meet goal. Getting better performance out of the middle 80% of the sales force…