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Addressing B2B Sales Challenges: Using Value Propositions As An Effective Sales Tool

Format: Whitepaper

Posted in Empower Sales Conversations, Increase B2B Sales

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What’s in this whitepaper?

The application of training and technology to improve sales outcomes is a big business. With all the tools available, do sales reps actually use them? Do sales tools generate success? The survey data suggest that sales tools have a long way to go. The current investment in sales tools often misses the target for B2B sales: sharp tools used effectively. For differentiated B2B products and solutions with sales cycles measured in months and not days, the sharpest sales tool of all is a concise Value Proposition. Value Propositions address the challenges of B2B sales early in the sales process. Download this whitepaper to learn the 4 challenges of B2B sales, and how and when Value Propositions can be used in customer conversations.

ABOUT THE AUTHOR, PEYTON MARSHALL

Peyton Marshall

Peyton Marshall, Ph.D. is CEO of LeveragePoint. Previously, he served as CFO and Acting CEO at PanacosPharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and as CFO of The Medicines Company through their initial public offering and commercial launch of Angiomax®. Previously, he was an investment banker in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty in the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College, and a Ph.D. in Economics from the Massachusetts Institute of Technology.

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