Selling to the C-Suite: 7 Pitfalls to Avoid

Any C-suite meeting for B2B sales teams is an important event. It represents that rare opportunity to access decision-makers directly, to leverage senior management in motivating customer teams and to break the logjam of customer inaction. Yet the outcome of…

Selling to the C-suite: Preparing Sales Teams for Random Encounters & Predictable Questions

The successful sale of a complex B2B product or solution often faces the twin challenges of addressing multiple customer stakeholders and of driving change or innovation at a customer organization. Engaging a customer executive can improve the quality of a…

Selling to the C-Suite: Understand Your Audience

For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact,…

Avoid These Mistakes When Trying to Communicate Value

At LeveragePoint, we often help product marketing teams craft value propositions for their innovative product offerings. Doing this work makes us appreciate the fact that quantifying value is a completely different task from communicating value. These are distinct skills sets…

Q&A Session from Bayer CropScience Case Study Webinar

Last September we were fortunate to have Ingo Hennecke, Global Pricing Manager at Bayer CropScience share his story of how to execute a value strategy in a competitive, global market. Bayer CropScience is a large global organization that operates in…

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If you’d like to talk more about LeveragePoint’s Value Proposition tool, we’d welcome the opportunity to speak with you. We will listen to your needs, and help you understand if the tool is right for you.


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