As B2B revenue teams prepare for the year ahead, one decision will define success more than any other: whether your Sales Kickoff (SKO) is just another motivational event, or the launchpad for a value-based growth strategy that can sustain results throughout the year.
AI promises transformation, but many organizations are finding the returns harder to capture than expected.
In this article, we explore why the ‘AI value drought’ is forcing customers to rethink ROI—and how solution providers can help turn potential into measurable outcomes.
In today’s boardroom, CIOs are being asked a different kind of question. No longer is the focus on how many projects have been delivered or what new tools have gone live. Instead, the spotlight is on a tougher, sharper measure: What value has IT created for the business?
In this article, we review three ways CIOs want solution provider help in making this shift.
As we head into budget season, every line item is under the microscope. Value programs are no exception.
While most leaders agree that value selling, value engineering, and value enablement are critical to customer acquisition, retention, and growth, these programs often face cuts or flat spending when budgets tighten.
Checkout this article to avoid getting cut – and to earn the investment you deserve
In today’s uncertain market, buyers crave confidence and trust more than anything else. Gartner research shows that in 2025, top revenue and marketing performers are 3.5x more likely to include customer success stories as part of their marketing plans — because they know these stories work.
Despite decades of sales training and frameworks, we haven’t solved a key selling fundamental: Discovery is still broken. Too often, it’s rushed, shallow, and undifferentiated—leading to no decision, lost deals, and pricing pressure.
This article reviews a London panel and workshop event on how to solve this important challenge with AI.
The role of the Value Engineer / Consultant was already undergoing a profound transformation, and now with AI – the evolution is accelerating even more. The same technologies that promise to automate discovery, content creation, and customer alignment are also reshaping what it means to support and scale value selling.
In B2B sales, pricing is often the moment of truth—but all too often, it’s delivered without a story.
A proposal lands in the buyer’s inbox with a number and a logo. No context. No business case. No quantified value. Just… the price.
This is what we call Naked Pricing, and what you should do to avoid this at all costs …
In a world where referrals are stalling, buying cycles are getting longer, and even warm relationships aren’t converting like they used to, one type of professional consistently rises above the noise: the Activator.
This insight comes from The Activator Advantage: What Today’s Rainmakers Do Differently, a research-backed guide from the authors of The Challenger Sale. Based on data from over 2,800 professionals in Executive Search, Staffing, Financial Services, and Consulting, the report reveals that only one behavioral profile consistently drives new demand: the Activator.
When you hear Poetics, you think of ancient Greek drama—not go-to-market (GTM) success. But the moment I read it, the connection was clear: Poetics is more than a guide for playwrights. It’s a blueprint for how to move people—and that’s exactly what today’s sales and customer success teams must do.
When buyers lead with value, providers must follow—or better yet, lead them there.
Hank Barnes, Chief of Research at Gartner, recently shared pivotal research in “Value-Based Buying – From Start to Finish.” His findings underscore a profound shift: the highest-performing buying teams aren’t just buying software—they’re investing in business outcomes.
According to a new Gartner survey announced to kick-off their Gartner CSO & Sales Leader Conference, 73% of Chief Sales Officers (CSOs) are making growth from existing customers their top priority for 2025.
This marks a major shift from the past decade, where net-new acquisition dominated GTM strategies.
