Sales Conversations that Engage B2B Buyers: The 3 Layers of a Great Value Proposition
B2B buyers usually have hectic schedules. Yet they make time for some sales conversations. Why? Busy executives take a sales call because getting live answers to a few key questions is faster than searching the internet for answers. Invariably buyers…
5 Key Characteristics of Winning B2B Sales Presentations
Highly successful B2B Sales & Marketing leaders empower their sales teams with sales presentations that engage senior decision makers and key influencers early in the sales process. Research shows close to 80% of early buyer meetings with sales reps fail…
Value Story Telling is Key to New Product Launch Success Q&A
LeveragePoint’s January Webinar, Value Story Telling is Key to New Product Launch Success, Q&A: Why not do this all (value propositions) using spreadsheets and PowerPoints in a shared drive? This is usually the default solution. The biggest problem is it’s…
Frame Customer-Centric Conversations to Get the Best Results: Units Matter – per Year, per Part, per Patient, per Pound
There is an unavoidable question in early B2B sales calls: “How much does it cost?” Any experienced buyer wants to figure out quickly whether to spend their time learning about our product. As part of that, they need a fast…
Value Story Telling is Key to New Product Launch Success
As many of us know, the track record for new product launches isn’t a pretty picture. Frankly, the success rate has been dismal for a long time – only 1 out of 4 new products ever reach their revenue or…
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