B2B Strategies to Engage Buyers in this Challenging Business Environment

As COVID-19 spreads across the globe, millions of workers have been quarantined and are working from home in an effort to slow the rate of infection. And while employee safety is paramount, organizations are still responsible for marketing and generating revenue to keep their business healthy.

3 Simple Value Selling Tips to Increase Sales Growth

When selling to well-informed buyers, your sales team needs to skip the “features and functions” pitch and get straight to the point: the value your solution delivers relative to the problems it solves. Do they have the right tools and training? Do they understand what’s most important to buyers?

How to Get Started with an Assessment Tool to Win More Business

Successful business leaders make it a point to know how their business performs compared to peers and similar businesses. They strategically use this benchmarking information to strengthen all aspects of their business. And they understand its importance in improving competitive advantage.

Focus on Desired Customer Outcomes to Improve Revenue Growth

Two years ago, I heard a “value nugget” that has influenced how I help organizations define their value proposition and distill it down to three words or less. It came from John Chambers, former Chairman of Cisco Systems, who grew Cisco’s annual revenue from $70 million to $47 billion.

Build vs. Buy? How to Make Sure Your Value Selling Tools Work Now and in the Future

Most companies develop sales tools with today’s goals in mind. As you consider whether to build or buy these tools, think about what it would take to create tools that add ongoing value to your sales process and help you continue closing more deals, even as your future needs evolve.

Why Healthcare Companies Need a Strong Value Selling Program

Introducing value into the healthcare industry has significantly disrupted everything from patient care and payment models to product positioning that delivers more than clinical outcomes and the lowest cost. How can medical device and software companies successfully embrace this disruption?

3 Fundamentals to Build a Successful Value Selling Program

I am always happy to provide value-selling training, but I hesitate when the organization hasn’t already invested in value selling tools or integrated value selling into its overall sales process. Why? Because in my experience, three critical components must be present to ensure a successful value-selling initiative: people, process, and technology.

Why a Value Calculator is the Best Asset to Increase Leads

The number one challenge in demand generation is persuading prospective buyers to give you their contact information. Without it, they remain anonymous visitors to your website, leaving sales without the ability to follow up and convert them to an opportunity.

On the Heels of GDPR, Here Comes the CCPA. Are You Ready?

As the United States struggles to update its national privacy laws, California is taking a big step in this direction in January 2020. The California Consumer Privacy Act (CCPA) goes into effect January 1st and aims to improve privacy rights and consumer protections for residents of California. Are you ready?

5 Ways to Get More High-Quality Leads and Improve Sales

They say hindsight is 20/20 and while it may be helpful to look back at 2019, it’s more productive to plan ahead. Now is a great time to create a marketing program for 2020 that will improve the quality of your leads, increase conversions and grow sales revenue.