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Selling Complex Products and Solutions: Presales Specialization and Customization in B2B Sales

Two forces driving B2B change are clear. First, continuous innovation to enhance, differentiate and revolutionize products and solutions is the primary way that B2B enterprises compete effectively. Second, B2B buyers require less and later ...

Selling Complex Products and Solutions: Maximizing the Impact of Presales

B2B innovation has created an important and permanent role for presales professionals. “Presales” roles have many job titles but, regardless of title, presales team members: engage directly with customers pre-sale provide in-depth ...

Raise Price to Increase Volume? The PPS Spring Conference and Pricing Strategy

This month the Professional Pricing Society (PPS) hosted their 27th Spring Conference in Chicago. I have attended many PPS conferences over the years and it’s always a great opportunity to re-connect with customers and colleagues. Kevin ...

[Infographic] Selling Outcomes, Not Products

Large B2C corporations figured out a long time ago that selling outcomes rather than product features is the key to increased sales. Companies don't sell televisions; they sell family bonding or big celebrations on game day. Dreams of fame and ...

Selling Complex Products and Solutions: Addressing the Challenges of Presales Professionals

B2B innovation is a two-edged sword, improving enterprise business opportunities while increasing sales complexity. Technology delivers better products but makes them harder to understand, apply and explain. Implementations are more customized ...

B2B Enterprise Sales Leaders: “What do you do for your customers?” — Do your sales reps answer the same way you do?

At B2B Global 2000 Enterprises only the CEO, Sales Leader, and their top 10% sales reps consistently succeed at addressing this question with customers; and qualify the opportunity in the process. Why is it so difficult to get all sales reps to ...

Identifying Your Value in Your Customer’s Supply Chain

Read this if your product is sold to OEMs or through distribution channels! We’ve written many a blog post about customer value quantification: namely the virtues, the challenges, and most importantly the how-to-do-its. So if you are ...

Selling to the C-Suite: 7 Pitfalls to Avoid

Any C-suite meeting for B2B sales teams is an important event. It represents that rare opportunity to access decision-makers directly, to leverage senior management in motivating customer teams and to break the logjam of customer inaction. Yet ...

Selling to the C-suite: Preparing Sales Teams for Random Encounters & Predictable Questions

The successful sale of a complex B2B product or solution often faces the twin challenges of addressing multiple customer stakeholders and of driving change or innovation at a customer organization. Engaging a customer executive can improve ...

Selling to the C-Suite: Understand Your Audience

For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with ...

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