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Why Millennials Outsell Traditional Sales Reps: 3 Key Facets of the Digital-age Selling Strategy

There’s nothing that grinds a millennial’s gears more than wasting time. Which explains why we turn our nose up at the traditional sales approach. Cold calling, long presentations, and frequent rejection? Yeah, we’re all set. It’s tempting for ...

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. ...

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 ...

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. ...

Frame Customer-Centric Conversations to Get the Best Results: Units Make a Difference

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 ...

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 way to get a rough ...

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 profit target. One recent report says one ...

How B2B Enterprises Drive Successful Value Selling: 5 Tips on How and Where to Start

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 ...

What do You Do for Your B2B Customers? Flexible Case Studies Increase Qualified Sales Opportunities

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 ...

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