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Not a Snow Day, Not a Bubble Burst – The Next Normal in B2B

In one long month, our lives have changed profoundly.  A month ago, the Western world was quaking from free-falling markets and waking up to social distancing, still naïve to the human and economic toll of Covid-19.  Now our eyes are open, even ...

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 ...

The Art of Designing and Testing EVE® Models Q&A

For our March Webinar, Stephan Liozu shared secrets to the soft skills required to develop great Economic Value Estimation® Models. To conclude the webinar, he answered some questions from the audience. Here is the first half of his live ...

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. ...

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 we can by ...

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 ...

May the Best Solution Win: Selling Strategies to Convey Your Superior Value Q&A

For our February Webinar, Mike Wilkinson shared secrets to understanding and communicating your value throughout the sales process, and winning deals when you have the best solution.  To conclude the webinar, he answered some questions from the ...

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 ...

Enhance Your Sales Performance by Selling Value Q&A

For our January Webinar, Tim Smith, PhD shared strategies for incorporating value into your sales process with strategy and tools. To conclude the webinar, he answered some questions from the audience. Here are his live answers:   How ...

Improve B2B Commercial Decisions. Navigate Your Customer’s Journey to Value with Strong Adoption Programs.

Welcome to the age of buyer empowerment.  In embracing the aim of enabling B2B buyers, we naturally position the customer’s journey as a pivot point for our business plans and decisions.  The Knowledge@Wharton network features a Dell-sponsored ...

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