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 ...
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 ...
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 ...
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 ...
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 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 ...
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 ...
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 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 ...
“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 ...
