Resources

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…

The Importance of Winning the Sale Before you Win the Order

What if you could grow your sales with fewer prospects in your pipeline? What if you could be confident that you could close a higher fraction of deals in your pipeline? What if your sales reps could invest more of…

Preparing the Sales Team to Win with 21st Century Procurement Organizations

Chris Provines is Adjunct Professor at Rutgers University and CEO of Value Vantage Partners. He’s an accomplished executive and business advisor with broad global experience in Fortune 500 businesses. His experience includes global leadership roles at Johnson & Johnson and…

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