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.
What makes a top performing seller stand out from middlers to low performers? New research shows that Value Selling capabilities are what makes the biggest difference.
When it comes to value consultants, how do you setup the right engagement model – to maximize the deals that include value, set good internal and external service expectations while cost effectively scaling the program?
We break down the needed dimensions of a good engagement plan in this article.
The Value Office Charter is an important element to gaining executive support, budget and adoption of your customer value program and offerings. But what does a good Value Office Charter look like?
From our Value Coffee Talk podcast discussion, we outline value leader Doug May’s take on the Value Office Charter and the Four-Es.
When it comes to best-in-class B2B sales execution, you have to go beyond enablement and training, empowering seller to better convey, build and deliver value for your customers.
Buyer’s indicate that “understanding their business and needs” is essential to winning the deal, yet so many sellers fall short on this essential engagement skill.
Value discovery is key to overcoming this shortfall, but without credibility, confidence and capability, sellers will revert.
What does 2024 have in store for B2B marketing, sales and customer success?
Value will play a key role in each effort, to help improve buyer experiences, lower purchase regret and drive solution provider competitive advantage.
How is Value Engineering changing in 2024 and beyond?
In this guest podcast, the ROI Guy discusses the key challenges value engineering / consulting groups face, and how value management and enablement are dramatically reshaping over the next 12 months and beyond.
Why should customer success care about value?
In this article we outline the eight key reasons why value management and enablement is key for B2B and SaaS customer success.
