Resources

The Way to Drive Real Sustainable Profit to the Bottom Line

Many companies still prefer to work with supplier salespeople who practice feature-, friendship-, and price-based selling. But as the purchasing function becomes increasingly sophisticated, the focus has shifted from “buy from the seller that I like who has a good…

Can Your Sales Team Sell Your Solution’s Value? Can You?

What’s in this whitepaper? Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions….

Designing Value Propositions for Sales Conversations

What’s in this whitepaper? Value Propositions are powerful sales tools.  Value selling delivers results.  CRM data from B2B organizations that have adopted value selling demonstrate that opportunities where a Value Proposition is used result in: (1) 5-15% higher win rates…

Selling to the C-Suite: Prepare for Successful Executive Conversations

What’s in this whitepaper? In B2B companies with big ticket, innovative solutions, selling to the C-suite is regularly promoted by management as a focal point of the sales playbook. It isn’t surprising. One or two success stories from the best…

Introducing A New Product In Tough Economic Times

What’s in this case study? Laurie Andriate is Vice President & General Manager of Grace Division Materials & Packaging Technologies – Americas. In 2008, as Chief Marketing Officer of Grace Construction Products, Laurie was instrumental in deploying LeveragePoint for Value…

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