Why are value programs under pressure and experiencing cutbacks and layoffs?
Sure there is economic pressure, but it is also a matter of positioning. See why it is so important to elevate from Value Doer to Value Orchestrator.
When it comes to sales, marketing and customer success performance, 2024 could be another challenging year.
New research from Pavilion highlights quota performance and other key challenges that will require smart sales enablement and value-centric selling to overcome.
With heightened economic uncertainty and cautious buyers, the sales arena has become increasingly challenging.
Enter Todd Caponi, a luminary in the world of sales, whose advocacy for transparency has reshaped the way we approach sales engagements.
How can you best overcome stalled deals and more discounting? New research points to four seller profiles to boost revenue growth and sales performance.
When it comes to better discovery, what are some of the skills you can leverage to improve your game?
This article reviews four key techniques to up your play.
What elements should you be sure to gather as a part of your discovery process?
We recommend using MAP as a guide to better diagnosis, inspiration and decision confidence.
When it comes to value selling and enablement programs, there are key elements to success, defined by the 7 C’s in this interview excerpt with CRO and sales performance leader Sherri Sklar.
While performing at weddings and other clubs, I’ve stumbled upon an enlightening parallel between the world of music and the art of selling. Each gig, with its unique blend of chaos and harmony, has been a masterclass in perfecting sales presentations.
How do you get BDRs and sellers to be more informed? Curiosity is the key to better connections and a more informed prospect discovery and engagement.
Guest post from value leader Bill Liebler (an EVC Founding Member)
From the work pulling together the First-Ever Value Automation Platform Buyer’s Guide, some interesting observations and insights on the state of the value automation market and value practices.
The percentage of deals slipping has reached a new high. And this got me thinking, can we leverage the lessons learned from the racetrack and “Art of Racing in the Rain” to help us deal with slippage and improve our selling abilities? The answer is “Yes”.
When you engage with a buying team, each decision maker will have their own perspective on the purchase – what challenges they need to address and the business value outcomes they desire. Understanding that “Value is in the eye of the buyer” is key to engaging better with buyers, and value selling success.
