As we wind down the final days of 2020, we look back to some of our favorite whitepapers, case studies, and webinars from the past year. This has been a challenging year for many families around the world, and our thoughts are with everyone who has been impacted by the global pandemic and its aftereffects.
Throughout the year, we explored ways that B2B companies are achieving sustainability and growth by engaging in interactive sales conversations, focusing on the success of existing accounts, and implementing change management initiatives centered on maximizing customer value. While we look forward to a year that looks very different from the past 12 months, Value Management and Value Selling will remain critical to B2B success well into the future.
Check out our favorite whitepapers, videos, and webinars below. We look forward to sharing more with you in 2021.
1. Mobilize Value Selling: How To Increase Your Sales Velocity
Value Selling enables B2B companies to increase pipeline, grow average deal size, improve win rates, and reduce sales cycles. Implementing a successful value selling program requires the creation of compelling value propositions, along with tools and training to support individual salespeople. Successful value selling programs are made possible by mobilizers – individuals driving adoption and best practices from within. In this webinar, Rick Cantril, Director of Value-Based Strategies at Fiserv, shares his experience initiating, dialing up, and maintaining Value Selling at scale, improving win rates by 10% and decreasing sales cycles by 50-75% across 1,500 teammates worldwide.
2. The Art of Designing and Testing EVE® Models
Economic Value Estimation® models require both customer and competitive data along with a heavy dose of analytical skill. With practice, the mathematical side of designing high-quality EVE® models can become systematic. What is often less obvious is the soft and intuitive side of crafting value stories, testing EVE® with customers, and building team alignment. The art of EVE® design cannot be taught in standard training sessions. It requires soft skills and social intelligence. In this webinar, Stephan Liozu discusses this difficult-to-acquire aspect of designing and testing EVE®.
3. Increase Your Sales Velocity: The Case and the Evidence for Value Selling
Sales velocity is the best single metric to assess, guide, and improve B2B sales performance. By providing a clear, simple way to organize the essential factors that will drive this year’s and next year’s revenue growth, it helps sales professionals and their leaders focus on achieving their goals. There are four levers that enter into the formula, each one of which increases sales velocity: increasing the number of qualified opportunities, increasing average deal value, increasing the win rate, and reducing the length of sales cycles. In this white paper, we dig into the data and explore why value selling is the best way for B2B sales teams to impact all four levers of the sales velocity formula and improve their overall performance.
4. Fiserv Accelerates Value Selling Using LeveragePoint
Fiserv is a global leader in financial services technology, with over 40,000 employees located worldwide. For years, delivering quantified financial results for their clients has been a top priority throughout their organization. This focus has led them to implement a highly successful Value Selling framework, using LeveragePoint as their chosen platform for value collaboration across teams and functions. In this case study, learn how Rick Cantril, Director of Value-Based Strategies at Fiserv, mobilized Value Selling within his team and beyond, scaling it to over 1,500 users organization-wide. To date, this successful Value Selling initiative has driven more than $1.5 billion in revenue in over 1,300 relationship opportunities.
5. The Value Coach’s Playbook – Part 1: Quantify Value
Value Management and Value Selling are proven strategies to improve B2B commercial performance and profitability. Sustainable Value Management seldom happens by accident. Top-performing B2B businesses implement programs and disciplines to embed these efforts. Value management starts with good quantification. Great coaches make the difference in building team capabilities in Value management. In this white paper, we share value coaching best practices to get the best performance out of “midfielders” in setting product strategy, understanding segments, structuring offerings, setting value based prices, and enabling value sellers to win more deals.
6. Utilizing Differentiation in Value Modeling: Case Studies in Enabling Customer Conversations
The world’s leading B2B enterprises are able to sustain their success by not only producing differentiated product and service offerings, but also conveying their differentiated value to their customers. As buyers increasingly look towards cost reduction in the midst of economic uncertainty, successful B2B companies instead focus on proving how their products and services deliver value – as seen from the customer’s perspective. In this webinar, Ole Iacob Prebensen, Global Marketing Manager at Elkem Silicon Materials, uses real world case studies to share his experience implementing a culture oriented on customer value, and the ways each initiative generated bottom-line results.
7. Align Strategy with Customer Journeys: Best Practices to Adopt Value Management
Customer Value Management focuses commercial teams on the customer outcomes that result from deciding to buy an offering. Top B2B companies recognize that business customers embarking on a buyer’s journey have a simple outcome: maximizing value. When quantified, commercial teams can work backwards from realized customer value, translating product features into customer-centric benefits, streamlining customer conversations, and identifying deliverables based on impact. In this white paper, we explore Value Management best practices, management disciplines, and programs that world-class enterprises use to make better commercial decisions.
8. Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets
For B2B companies, the pressure to discount can skyrocket during times of economic crisis. Resisting this pressure while balancing the desire to do the right thing is not easy. While many of these pressures come from difficult, real-world circumstances, pricing misconceptions abound during times of uncertainty, and have a negative impact on B2B businesses’ profits at a time when they are already suffering. In this webinar, Joanne Smith shares strategies to overcome these misconceptions, and ways to help you remain resilient during challenging times.
9. Customer Success Equals Delivered Value: Customer Conversations To Keep and Grow Your Accounts
In times of uncertainty, the best B2B companies focus on their current customers. Customer Success is mission critical. Retaining and expanding customers provides the best chance of sustaining growth in a recession. Existing account managers and Customer Success professionals may be distracted by irrelevant metrics. How can you pivot your existing account team’s approach to drive revenue growth? In this webinar, Peyton Marshall highlights the need to refocus Customer Success conversations on value delivered. Using this as a framework, he provides concrete examples of value propositions that are integral to managing existing relationships across industries and verticals.
10. Enhance Your Sales Performance by Selling Value
The top sales trainers all place a large emphasis on the importance of selling not just products or overall offerings, but value to the customer. Value selling is a major priority for top B2B businesses in order to increase revenue, but how does that translate to individual selling situations? How can marketing, product, and pricing professionals help equip their teams with the best information in the most digestible format? In this webinar, Tim J. Smith, PhD discusses how quantitative tools, like value calculators and value propositions, are used during the sales process to drive improved value selling performance.