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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…

3 Reasons Why Sticking with the Status Quo Will Negatively Impact Your Sales Success in 2018

“If you won’t or can’t embrace powerful trends quickly and if you fight them, you’re probably fighting the future. Embrace them and you have a tailwind.” – Jeff Bezos Amazon has delivered tremendous revenue growth and shareholder value by embracing…

A Seller’s Guide to Digital Transformation: Themes from the CEB, Now Gartner Conference

I spent last week in beautiful Las Vegas, where LeveragePoint sponsored the CEB, Now Gartner’s Sales and Marketing Summit. I met so many great people, and listened to incredible thought leaders share their expertise on the past, present, and future…

How Digital B2B Value Propositions with Interactive Content Win 15-25% More Competitive Deals

Simple answer: Buyers appreciate sellers who address their business problems with results-based success stories in their FIRST meeting! I passionately explain to Sales and Marketing leaders that reps are losing 80% of potential qualified sales opportunities by presenting the standard…

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