Insights

Our latest thinking on the issues that matter most in value enablement, management, and consulting.
B2B Sales Under Pressure
Best Practices

B2B Sales Leaders: Under Pressure

When it comes to sales 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.

Read More »
Todd Caponi
Best Practices

Unleashing the Power of Truth and Transparency in Sales

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.

Read More »
Tom Pisello - Musician
Best Practices

The Symphony of Sales: Lessons from a Wedding Musician

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.

Read More »
Value is in the Eye of the Buyer
Best Practices

Unlocking Your Sales Power: Leveraging Unique Value Perspectives

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.

Read More »