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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 ...

Selling Complex Products and Solutions Profitably: Grappling with 4 Enterprise Sales and Presales Strategic Trends

For complex B2B products, specialization and customization are two unstoppable waves in business strategy and organization. Sales teams increasingly include specialist presales professionals who make it possible to address complex problems and ...

Adapt or Fail; Millennials Are Here

We’ve all heard it before, sounding oddly familiar to the midnight ride of Paul Revere: “The Millennials are coming! The Millennials are coming!” It was true; we were coming. But now, we’re here. (How’s that for an intro?) In 2015, ...

#1 Way B2B Sales & Marketing Leaders Can Grow Top-Line Revenue

The “moment of truth” for B2B sales reps selling a complex solution involving multiple stakeholders is the time they spend presenting and interacting with prospects and customers. An Aberdeen Group study revealed the top resource request by 52% ...

3 Ways Leading B2B Companies Prepare Sales Reps to WIN First Customer Meetings!

The first meeting by your sales reps with senior buyers is the most critical step in the sales process. Impressing the audience with knowledge of their industry, identifying relevant business challenges, and proving how your solution produced ...

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