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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 ...

Design Useful Value Propositions for Sales: Value Analyzed Can Only Be Captured if Value is Communicated

B2B product launch teams can produce some great analyses.  New products about to launch are regularly propelled into the spotlight of management and sales attention.  Team presentations at big internal meetings typically become the focal point ...

Is it Really that Hard to Quantify Customer Value? 3 Hurdles B2B Product Managers Leap When They Create Value Propositions for Sales

Great product managers understand customers’ needs and communicate clearly how their product addresses them.  For B2B customers, there is one universal need: improved profitability.  That need is embedded in our economic system and in any set ...

3 Ways Marketing Helps B2B Sales Teams to Win 15% More Deals at 20% Higher Prices

Today’s leading Global B2B Enterprise CEOs and CMOs target two specific areas for increasing top-line revenue and profitability: Tightly aligning Marketing with Sales revenue goals. Traditional Marketing metrics of website visitors, ...

New Product Launch Best Practices: July 2016 Webinar Q&A Session

In July, we did a webinar to share insights about improving the success of new product launches which was summarized in this earlier blog Nailing the Successful New Product Introduction. We also received several excellent questions during the ...

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