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Value Propositions for B2B Sales Team Effectiveness: When, How and Why Do Buyers Commit?

Format: Whitepaper

Posted in Empower Sales Conversations, Increase B2B Sales, Sales

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What’s in this whitepaper?

Each phase of a B2B buying process usually involves distinct and identifiable activities by buyers: identifying & prioritizing, evaluating, deciding & purchasing. Consequently, sales team content varies with the phase in the buying process it’s addressing. A Value Proposition is a central piece of content that supports and evolves with the best B2B sales teams. At its foundation, a Value Proposition addresses the most important question for your buyer, “What do you do for your customers?” Download Value Propositions for B2B Sales Team Effectiveness to learn:

  1. How a Value Proposition can be introduced early in the sales process
  2. How a Value Proposition supports sales teams in obtaining buyer commitment
  3. How a great Value Proposition evolves as a central piece of content through the sales cycle

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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