Resources

Account-based Selling for Buyer Enablement: How Does Your Solution Address Specific Customer Problems?

VIEW FULL RECORDING BELOW Is your commercial team aligned with a focus on the specifics of your customers?  B2B marketers need Account-Based Selling to succeed with Account-Based Marketing. B2B sales teams need content and tools that engage customers in conversations…

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…

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….

Selling Value from Qualification to Close: The Power of Moments to Drive Buying Events

VIEW FULL RECORDING BELOW! What percent of your sales force made quota last year? A CSO Insights survey suggests that 57% is average among B2B sales teams, meaning 43% didn’t meet goal. The fundamental problem is that, no matter how…

The 7 Big Mistakes Many Businesses Make When “Selling on Value”

VIEW THE FULL RECORDING BELOW Join Mike Wilkinson for his February webinar, where he discusses the results of his latest report and survey, The 7 Big Mistakes Many Businesses Make When “Selling on Value.”  The big challenge he finds is that…

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