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The Value Coach’s Playbook 1.4: Negative Value Drivers to Provide Balance

Coaching for Useful Value Propositions.  Good value coaches facilitate deeper buyer understanding within their organizations.  Potential customers have pre-existing opinions.  They have impressions and information about the competition and about our offering that often differs from the information we provide….

children playing soccer

The Value Coach’s Playbook 1.3: Midfielders. Quantify and Dollarize Value

Coaching to Good Value Content.  Understanding our customers takes creativity and experience.  As value coaches, we facilitate our team’s deeper customer understanding not by handing them answers, but by prompting them to ask good questions.  Previously, we drew parallels between…

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Three B2B Sales Trends Since the Last Pandemic: How to Succeed in Human and Business Terms This Time Around

At LeveragePoint, we recognize that COVID-19 will have an impact on society that transcends the world of B2B sales and marketing. Our thoughts and prayers are with those providing care and those who are impacted.  We hope to do what…

The Value Coach’s Playbook 1.2: Midfielders. Differentiate and Identify Sources of Value

Value Coaches Ask Good Questions. Value coaches in B2B organizations are on a mission.  Our objective is to drive our teammates to strong value content by asking the right questions. Previously, we drew parallels between coaching soccer in the three…

The Value Coach’s Playbook 1.1: Midfielders. Prepare to Quantify Value – Frame the Discussion

Coaching.  Coaches make the difference between pickup soccer and championship football. Great coaches prepare their team mentally and physically.  During the match they orchestrate player adjustments by reading opportunities and diagnosing challenges. They address mental and emotional fragility. They motivate…

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