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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 ...

Value Propositions for B2B Sales: 5 Steps for Product Managers to Create Great Value Content

Value Propositions improve B2B sales team performance, addressing sales challenges throughout the B2B sales cycle. For account executives and sales reps, they are useful early in the sales cycle in call preparation, in building sales ...

Selling Complex B2B Products and Solutions: Presales & Effective Customization Using Value Propositions

B2B sales teams increasingly include presales professionals who explain complex technology and apply complex solutions in customer-facing roles. As content and solutions are increasingly customized to account specifics, presales team members ...

What Mad Money’s Jim Cramer and Your B2B Enterprise Customers Want to Know

CNBC Mad Money’s dynamic host, Jim Cramer, educates and teaches viewers how to analyze and select stocks in today’s complex financial world. Mr. Cramer attracts a TV and Radio audience measured daily in the “hundreds of thousands” with a ...

Nailing the Successful New Product Introduction

We product managers currently manage to hit the nail on the head ONLY 1 out of 4 times with new product introductions. In other words, 3 out of 4 product launches FAIL to hit their revenue goals and some do quite badly. Can our performance ...

Tackling the 7 Challenges and Unleashing the Power of B2B Value

What sometimes seems to be forgotten is that the pursuit of a value orientation to the business involves a lot more than just the sales force. Selling on value involves organisational change, not just a sales force training workshop. The sales ...

#1 Thing Top B2B Reps Do to Engage Senior Buyers

As a senior buyer, my email inbox fills with offers from sales enablement vendors promising to increase sales productivity with sales skills training, new methodologies, faster access to content, improved negotiation techniques, etc. that all ...

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