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Sales and Presales Teamwork in B2B Enterprises: Shared Value Propositions Promote a Better Clubhouse

Presales support has become a critical resource for technically complex B2B enterprise sales. As part of customer facing and inside sales teams, presales specialists inject technical and implementation expertise directly into customer dialogues. Great presales professionals understand the technical dimensions…

5 Keys to Increasing Your B2B Qualified Sales Pipeline

Forrester Research reports that “77% of B2B buyers feel that salespeople are not prepared to understand their issues and where they can help.” Why? The reason is simple – salespeople do not identify the buyer’s pain points, nor present the…

More Awesome Value Charts

My previous blog post, 5 Value Charts that Make an Awesome First Impression, generated enough interest in the value community to deserve a follow-up. This time I want to illustrate a specific example of how to prepare different kinds of…

Value Quotes and The Papers Behind Them

To Access the Whitepapers, click here

How do you Measure the Performance of Value Selling Behavior?

After providing excellent insights during his webinar, The Challenge of Value – Value Selling, Mike Wilkinson, Co-founder and Director at Axia Value Solutions was asked: How do you measure the performance of value selling behavior? His answer: This opens up…

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