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Making B2B Sales Tools Useful: Get More Out of Your Value Calculators

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 ...

Top 10 Value Strategy Posts of 2016

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 ...

B2B Sales Reps Want Sales-ready Content – Not More Sales Enablement Programs!

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 ...

A Millennial Marketer’s Spin: “Sales isn’t using my content”

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 ...

A Millennial’s Spin: How a 24-Year-Old Answers the Tough Questions about Value Selling

Taylor here, with a little Thanksgiving treat for you Americans, and just a plain ‘ole treat for the rest. As most of you know, selling your product or solution is one thing, but getting people to use it is another. Here at LeveragePoint, we ...

How to Test a Value Proposition: 4 Steps to Maximize Sales Team Usability of Value Content

Value selling delivers results.  CRM data from B2B organizations that have adopted value selling demonstrate that opportunities where a Value Proposition is used result in: (1) 5-15% higher win rates and (2) 5-25% higher price outcomes. But ...

Useful Value Propositions for Sales Teams: Designing Relevant Value Drivers to Differentiate in Customer Conversations

“What do you do for your customers?”  B2B sales teams should be able to answer that question the same way that our CEO or our VP of Sales would answer it.  “We deliver value,” with 2 or 3 clear ways that we deliver it, is a better answer than a ...

Value Propositions for B2B Sales Teams — The Best Visuals & The Best Numbers: Economic Value, TCO, ROI & Breakeven

There are some pretty good B2B value spreadsheets out there.  Clear inputs and assumptions.  Well documented supporting notes and sources.  Nice scenario analyses. There are some pretty smart creators of these spreadsheets, including product ...

3 Ways Value Selling Energizes B2B Inside Sales and SDR Teams

  I believe there are no sales positions more difficult than B2B Inside Sales reps and Sales Development reps (SDRs) targeting new accounts. Every day these sales professionals answer the question, “What does your company do?” more than ...

3 Habits of Enterprise B2B “A-players” to Win More Deals at Higher Prices

The “moment of truth” for B2B sales reps selling complex enterprise solutions involving multiple stakeholders is the time presenting and interacting with customers. A recent Richardson Training whitepaper stated, “Sales Professionals who ...

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