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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 ...

Customer Success Equals Delivered Value: Customer Conversations to Keep and Grow Your Accounts Q&A

For our June Webinar, Peyton Marshall shared the ways in which Value Propositions can be used by Customer Success and account management teams to retain and grow their existing accounts. To conclude the webinar, he answered some questions from ...

Sales Velocity: The Best Way to Measure the Impact of Value Selling

Sales velocity is an increasingly popular method for measuring overall B2B sales performance and pipeline health. It’s an equation that generates a number ‑ your sales velocity. The number doesn't mean much in absolute terms. You need to ...

The Value Coach’s Playbook 1.6: Proofread Models to Correct Mistakes & Fill Gaps

Coaching Experienced Players.  Good value coaches help colleagues quantify the differentiated value of our offerings for better go-to-market strategies, improved pricing, and superior sales performance.  Some of our colleagues are new to value ...

Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets

For our May Webinar, Joanne Smith shared strategies to overcome common pricing misconceptions B2B businesses make during times of economic uncertainty. To conclude the webinar, she answered some questions from the audience. Here are her live ...

[Webinar Preview] Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets

For B2B companies, the pressure to discount price can skyrocket during times of economic crisis. This pressure comes from all sides: customers seeking price relief, management pushing to compensate for declining market size and/or to hit their ...

Utilizing Differentiation in Value Modeling: Case Studies in Enabling Customer Conversations Q&A

For our April Webinar, Ole Iacob Prebensen shared his experience implementing a culture oriented on customer value at Elkem Silicon Materials, and the ways each initiative generated bottom-line results using real world examples. To conclude the ...

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