Resources

Mobilize Value Selling: How To Increase Your Sales Velocity

Thursday, July 30 at 11 AM ET 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…

Customer Success Equals Delivered Value: Customer Conversations To Keep and Grow Your Accounts

VIEW THE WEBINAR RECORDING BELOW 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…

Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets

VIEW THE WEBINAR RECORDING BELOW For B2B companies, the pressure to discount can skyrocket during times of economic crisis. This pressure comes from all sides: customers seeking price relief, management pushing to compensate for declining market size, competitors pushing to retain or gain…

Utilizing Differentiation in Value Modeling: Case Studies in Enabling Customer Conversations

VIEW THE WEBINAR RECORDING BELOW No one has ever made a difference by being like everyone else.  The world’s leading B2B enterprises are able to sustain their success by not only producing differentiated product and service offerings, but also conveying…

The Art of Designing and Testing EVE® Models

VIEW THE WEBINAR RECORDING BELOW 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…

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