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April 2018 Webinar Q&A – Profit From Demonstrating Quantified Value

Companies that take a value approach are 24% more profitable than their industry peers. On the other hand, companies that buy based on best value are 36% more profitable than companies that do not. In both cases your sales team needs to be ...

Close the Right Deal Based on a Shared Business Case to Buy: Using Value Propositions Later in the Sales Cycle

The best B2B commercial teams drive simplicity into the way their teams sell complex solutions.  Yet no matter how streamlined your team’s approach to selling, B2B buying processes are rarely straightforward or transparent to the sales teams ...

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes

Equipped with extensive online information, risk averse B2B buyers can be elusive. With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer inertia. As highlighted in our last blog, the biggest ...

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

Understanding Sales Challenges, Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell ...

Simplify Your Selling: Tackling the 3 Major B2B Sales Hassles

Digital transformation has moved 83% of the buying journey out of the hands of sales reps and into the “internet of things”. The way businesses buy products and services is no longer controlled by sales teams. Selling B2B products within the ...

What Are You Doing to Enable B2B Sales in 2018? Align Your Value Proposition with Your Sales Initiatives

What percent of your B2B sales force made quota in 2017?  A CSO Insights survey suggests that 57% is the average. This means that 43% didn’t meet goal.  Getting better performance out of the middle 80% of the sales force is an obvious way to ...

Q&A with LeveragePoint’s CEO, Peyton Marshall

After our November 2017 Webinar, Value Propositions Help B2B Sales Teams Win: Are Yours Sales-ready?, attendees had the opportunity to fire some questions at our CEO, Peyton Marshall. You can view the full webinar recording and/or download the ...

Our New Year’s Round-up: The Top 10 Value Strategy Posts of 2017

2017 was a transformative year; digital and technological advances were abundant, Millennial buyers and sellers forced a change in our traditional processes, and an increasing amount of B2B organizations differentiated themselves with a ...

The Biggest Value Quantification Mistake You Can Make: Units of Measure

The third in a series of articles with practical advice for quantifying customer value. Having worked closely with several B2B product teams quantifying customer value, I can state confidently that most product managers don’t know jack about ...

3 Reasons Why Sticking with the Status Quo Will Negatively Impact Your Sales Success in 2018

“If you won’t or can’t embrace powerful trends quickly and if you fight them, you’re probably fighting the future. Embrace them and you have a tailwind.” - Jeff Bezos Amazon has delivered tremendous revenue growth and shareholder value by ...

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