Resources

Engaging the Professional Buyer: Utilizing Value to Close Deals and Build Relationships

View Full Recording Below Time spent with a professional buyer is precious and limited. According to CEB, Now Gartner, only 17% of the overall buying journey is spent meeting with potential suppliers. The rest of the buyer’s journey consists of…

Price Negotiations: The Key to Success

What’s in this whitepaper? Price negotiation skills have never been more critical and challenging than they are now. B2B companies have historically faced aggressive competitors, yet now they are also facing emerging low-priced competitive imports, low-priced local competition that seem…

Realizing and Delivering on Your Value Promise: Drive Organizational Change to Ingrain Value in Your Culture

VIEW FULL RECORDING BELOW Experts know the importance of demonstrating and documenting value in the sales process. But how do you make sure your team consistently delivers on your value promise, and drives commercial success for both you and your…

Value Propositions for B2B Sales Team Effectiveness: When, How and Why Do Buyers Commit?

What’s in this whitepaper? Each phase of a B2B buying process usually involves distinct and identifiable activities by buyers: identifying & prioritizing, evaluating, deciding & purchasing. Consequently, sales team content varies with the phase in the buying process it’s addressing….

[Interactive Infographic] Selling Outcomes Not Products

Large B2C corporations figured out a long time ago that selling outcomes rather than product features is the key to increased sales. Companies don’t sell televisions; they sell family bonding or big celebrations on game day. Dreams of fame and…

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