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…

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

View full recording below! Why do most sales people discount far more often and far deeper than needed? Leading causes are related to their courage, confidence and conviction in achieving their fair price. Even experienced, good sales negotiators – the…

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…

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…

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