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[Part 1 of 2] Taking a Value-based Product Approach and Avoiding Common Missteps

In Part 1 of this two-part blog series, I’ll discuss what a value-based product strategy is, how it helps make better decisions, and helps differentiate. Next week, in Part 2, I’ll dive into the common missteps product managers make about…

Selling Value from Qualification to Close Q&A

Following our May 2018 Webinar, Selling Value from Qualification to Close, we began our standard Q&A session with our presenter, LeveragePoint’s CEO, Peyton Marshall. What’s your recommendation for companies that have absolutely no idea how to buy value? Don’t be naive….

Reactions of our CEO: Initial Thoughts on Value Selling Survey Results

Following our May 2018 Webinar, Selling Value from Qualification to Close, we began our standard Q&A session with our presenter, LeveragePoint’s Peyton Marshall, by reviewing the results of our recent Value Selling Survey and asking for his initial reactions. The…

Generate Momentum in Value Selling: A Checklist for Sustainable Improvements in B2B Sales

It should be simple.  Sales professionals are paid based on results.  Value selling improves results. CRM data from B2B organizations adopting value selling show that opportunities where a Value Proposition is used have 5-15% higher win rates and 5-25% higher…

Win with Powerful B2B Sales Moments: Two Differences Between Value Propositions and Value Calculators

Arms races confront us like never before.  Literal arms races: Korea, the US, Russia, China and the Middle East. Economic arms races: tariffs, investment bans and restrictive trade policies. Media arms races: Twitter, Facebook, streaming services and network television.  And commercial…

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