Resources

Tackling the 7 Challenges and Unleashing the Power of B2B Value

How does a B2B business become a value-focused organization? What sometimes seems to be forgotten is that the pursuit of a value orientation involves a lot more than just the sales force. Selling on value involves organizational change, not just…

A 5-Minute Solution to Gain a Competitive Edge with Your Buyer

The B2B enterprise buyer’s process has changed substantially since the emergence of web-based approaches for buyers to source technical, product, and vendor information without contacting a sales rep. The reality is, today’s B2B sales processes and tools have not kept…

More Data! More Money? Understanding Customer Value to Monetize Data Assets

As the “internet of things” becomes more pervasive, and companies continue to collect an ever increasing amount of data, both public and private, opportunities continuously arise for monetizing data assets. These assets can range from customer purchase or usage trends…

Developing a Value Mindset for Successful B2B Value Transformations

Value and Pricing Transformations are often slowed down or impacted by the lack of mindset change across the organization. To make changes irreversible, the development of a value mindset across the organization is essential. Institutionalizing a growth mindset for value…

So, You Want Your Team to Sell to the C-Suite?

The best B2B sales executives know how to navigate the organizations they sell to. Steering sales conversations to the top is often an important element in their success. It can be make-or-break for complex products or solutions with high price…

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