Resources

Do Your Reps Convey Your Solution’s Value? Maximize the Impact of Your Marketing Research Spend

Tuesday, September 24 2019 at 11 AM ET What is your customer’s business case to buy? Many B2B companies invest heavily in marketing research from analysts such as Gartner, Forrester or IDC, as well as internally-developed case studies to establish…

How to Develop and Deploy Value Content

Great B2B enterprises utilize Value Selling to speed up sales cycles, drive higher prices, increase close rates, and support successful product launches. In order to be successful, your sales team needs great value content at their fingertips. Developing a scalable…

Common Missteps Product Managers Make About Value and How to Avoid Them

VIEW FULL RECORDING BELOW Why do 3 out of 4 new products fail? Well, a leading cause is related to value. This is a sobering statistic considering that companies invest billions bringing new innovations to market. Even more concerning is…

Can Your Sales Team Sell Your Solution’s Value? Can You?

What’s in this whitepaper? Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions….

Develop Value Propositions to Maximize Sales Impact

VIEW FULL RECORDING BELOW Value Propositions are powerful sales tools. CRM data from B2B organizations that have adopted value selling demonstrate that opportunities where a Value Proposition is used result in: (1) 5-15% higher win rates and (2) 5-25% higher price outcomes. But…

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