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 ...
Account-Based Selling (ABS) is necessary to execute effectively on Account-Based Marketing (ABM). ABS in the best B2B commercial organizations is deployed effectively by using Value Propositions. A Forrester survey of buyer executives found ...
Account-Based Marketing (ABM) can only fulfill its potential if it delivers consistent content that is useful for Account-Based Selling (ABS). The best B2B sales teams already utilize ABS, having realized that one-dimensional, product-centric ...
Connecting with your audience is fundamental to any effective communication.
Who? What audience are you targeting? High performing B2B sales executives have long targeted accounts and individuals deliberately. Now Account-Based Marketing ...
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 ...
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 ...
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 ...
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 ...
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 ...
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, ...