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Challenges of B2B Sales: How Value Propositions Can Address the 4 C’s

Hitting B2B sales and profitability targets is not getting any easier. As sales cycles lengthen, conversion rates drop and sales teams close unprofitable deals, diagnosing the underlying causes and taking steps to address them is crucial for Sales Management. For…

March Madness, Year-Round: 4 Fast Ways that Value Propositions Improve Sales

There is no such thing as a predictable B2B sales cycle. For B2B sales of complex products and solutions, closing a big deal is like winning the national championship. One loss and you are out. Every game is tougher than…

Successful B2B Value Propositions – 4 Keys to Sales Adoption

Great content should have great impact. Strong Value Propositions for differentiated products are often terrific content. But the impact of a Value Proposition on sales results frequently depends not just on the content itself, but on how product management and…

Embedding Customer Value in Your B2B Enterprise: Transcending the Revenge of the Nerds

“Customer Value” is a hot topic. If you Google it, you get 119 million hits. That compares to 52.7 million hits for “Lead Generation” and 15.4 million for “B2B Sales.” Yet when you try to find someone who understands Customer…

A Little Negotiation Mistake That’s Costing You Sales and Margin

I’ve had a number of conversations recently with sales leaders facing aggressive buyers, purchasing games, and price erosion. For incumbent suppliers, buyers use the typical threat “all these products are the same, it now comes down to price.” This is…

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