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[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges

The Question for Marketing.  Do B2B sales teams use marketing content?  It’s a legitimate question to ask as marketing leadership sets next year’s goals. For many marketing teams, Account-Based Marketing (ABM) is at the top of their priority ...

[Part 2 of 2] Taking a Value-based Product Approach and Avoiding Common Missteps

Last week, in Part 1 of this blog series, I discussed what a value-based product strategy is and how it helps make better decisions on differentiation. Now it’s time to address the 6 major ways where I’ve seen Product Managers go wrong on ...

[Part 1 of 2] Taking a Value-based Product Approach and Avoiding Common Missteps

In Part 1 of this two-part blog series, I’ll discuss what a value-based product strategy is, how it helps make better decisions, and helps differentiate. Next week, in Part 2, I’ll dive into the common missteps product managers make about value ...

Selling Value from Qualification to Close Q&A

Following our May 2018 Webinar, Selling Value from Qualification to Close, we began our standard Q&A session with our presenter, LeveragePoint’s CEO, Peyton Marshall. What's your recommendation for companies that have absolutely no idea ...

Reactions of our CEO: Initial Thoughts on Value Selling Survey Results

Following our May 2018 Webinar, Selling Value from Qualification to Close, we began our standard Q&A session with our presenter, LeveragePoint’s Peyton Marshall, by reviewing the results of our recent Value Selling Survey and asking for his ...

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 ...

Win with Powerful B2B Sales Moments: Two Differences Between Value Propositions and Value Calculators

Arms races confront us like never before.  Literal arms races: Korea, the US, Russia, China and the Middle East. Economic arms races: tariffs, investment bans and restrictive trade policies. Media arms races: Twitter, Facebook, ...

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