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.
When it comes to security solutions, is there a big payoff for taking a value selling approach, and can you actually quantify the value of security to prospects and customers?
In this episode we tap the expertise of value veteran Rui Miranda, to discuss the need for value selling and how to best implement this for security and fintech solutions.
How do you implement a value consulting and selling program when your product line is so complex – offering multiple solutions for different industries for dozens of decision makers?
In this episode we cover the tactics on how to address this challenge with PTC’s Gino Colonico, long-time value consulting veteran and digital transformation lead.
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.
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.
The research is clear, that one of the differentiating characteristics of top performers compared to “middlers” and laggards, is that the top performers excel at Value Selling. Why is Value Selling such a key performance characteristic today, especially for growth stage organizations?
In this conversation we grab a coffee with experienced growth-stage CRO and sales performance expert Sherri Sklar, to discuss the imperative to transform from a product-led to value-centric commercial approach.
When you think of CPG firms like PepsiCo, implementing value selling is not what comes to mind. But that is exactly the journey that the PepsiCo sales enablement team embarked upon, to help transform the way that PepsiCo engaged with retail stores – finding ways to consult and add value with every visit and conversation.
In this episode we grab a coffee with Tom Stubbs, a top performing sales enablement leader, most recently with PepsiCo as the Director of Capability & Executional Excellence to discuss the program, challenges and success factors.
How do you make the case to consistently grow your Business Value Consulting practice?
This was the question we posed to Anurag Goel, the Global Head of Value Consulting and Realization at Red Hat and a 4x veteran at Building out Value Consulting and Advisory Teams with Salesforce, Adobe, Deloitte Consulting and SAP.