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Three Approaches to “Why Stay?” Customer Value Generates Recurring Revenues

B2B account executives and customer success managers dread the customer decision point that every existing account deliberately confronts sooner or later. Will they renew? Even if the account has been on autopilot for years, a deliberate ...

Make Buyer Interactions More Valuable: Virtual Customer Experiences and Remote Decisions

Restaurant dining and B2B buying are similar. Hospitable service, impactful presentation, and satisfying outcomes keep customers coming back for more. Unless seating capacity is reduced and customers stay home to stay ...

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 ...

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. ...

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 ...

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 you boil a ...

Mobilize Value Selling: How To Increase Your Sales Velocity Q&A Part 2

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 ...

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

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 questions from the ...

Customer Value in Product Development and Launch Reviews: Three Essential Questions a Gate Reviewer Should Ask

Whether you believe that product launch failure rates are only 40% or are closer to 65-75%, getting product launches right is important. To drive continued profit growth with innovative products, the best B2B companies splice a strong product ...

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