Mastering Value Communication: Transform Your Sales Execution with Skills and Technology Q&A

For our September Webinar, John Shulman shared strategies for elevating key skills across B2B sales teams using cutting-edge, interactive technology. At the end of the session, he answered questions from the audience. Here are his live answers: Of the common…

Mobilize Value Selling: How To Increase Your Sales Velocity Q&A Part 3

For our July Webinar, Rick Cantril shared his experience initiating, dialing up, and maintaining Value Selling at scale, improving win rates by 10% and decreasing sales cycles by 50-75%. At the end of the session, he answered a handful of…

Master Value Conversations: Creating a Value Based Business Q&A

For our August Webinar, Mark Stiving explored how B2B companies can transform into Value Based Businesses that consistently capture the impact of their Value-Based Pricing efforts by supporting sales conversations centered on value delivered. At the end of the session,…

The C-Suite Case for Value Selling: Increase Your Sales Velocity

The best single metric for B2B sales success is sales velocity. As a measure of performance, sales velocity provides a clear way to organize the essential factors that will drive immediate revenue growth. It measures how quickly deals move through…

How to Start the Customer Value Conversation: Two Approaches to Accelerate Sales Velocity

Chefs and B2B sales professionals have a lot in common. The best ones develop their techniques to improve their performance. Here is one set of strikingly parallel questions for the chef and the sales rep: For the chef: How do…

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