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 way to get a rough ...
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 way to get a rough ...
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 profit target. One recent report says one ...
CRM data from organizations adopting value selling show that opportunities where a Value Proposition is used (1) have 5-15% higher win rates and (2) 5-25% higher price outcomes. This is reason enough to invest the time and bandwidth to provide ...
How useful is your marketing content? Does it support effective customer conversations? Does it help sales increase the number of qualified opportunities?
On average, buyer executives are rarely impressed by the content that sales uses. A ...
Do your sales teams have value calculators? If so, when do they use them?
Value calculators are vital to sales teams, because buyers do the math. A CFO Magazine survey of Buyer Executives found that over 90% of enterprise buyers involve ...
You probably thought your inbox had seen the last of the 2016 wrap-up emails, but LeveragePoint is here saving the best for last! 2016 was the year of content. We produced more blogs than ever before for all professionals interested in ...
What’s your immediate reaction to these research findings for B2B sales people?
Executive buyers were asked by Forrester Research- Are vendor sales people prepared for your meetings?
77% of reps failed to understand my issues and ...
Alright fellow marketers, it’s time to get real. I enjoy, much like the rest of the professionals with my job title, the sweet satisfaction that blaming my shortcomings on my sales team brings. Why not, right? They really are the perfect ...