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.

Your Prospect Wants to Buy. Why You Should Hit the Brakes.

This guest post from Leslie Ye, Senior Executive Communications Strategist at HubSpot, contends that not every sale is a good sale. There are times when it’s best to hit the brakes before sealing the deal and assess whether this customer is right for your offering and able to implement it for maximum value.

The Most Useful Segmentation Method Every B2B Marketer Needs to Know

Highly effective B2B customer segmentation goes beyond buyer personas and firmographics. By using today’s intelligent value selling tools, successful marketers are realizing profound, actionable insights to more fully inform their segmentation initiatives.

7 Value Pricing Steps to Help You Increase Profit

I’ve heard it all when it comes to pricing strategies. Clients say they use a premium pricing strategy, or penetration pricing, or (pick your own) pricing strategy. But really... what is the one and only goal of pricing when you want to make a profit?

How Grassroots Strategy will Boost Profitable Growth

To effectively sell based on value, you need to first grasp the value your offering creates. That is where Grassroots Strategy comes in. Jeff Bennett and I recently published Grassroots Strategy: Cultivating B2B Growth from the Ground Up to share what we’ve learned about building marketing strategies around customer needs and proper pricing strategies.

Show More than Energy Savings to Promote Energy Efficiency

Small and medium-sized businesses (SMB) often incur significant energy costs, but lag behind their larger counterparts in adopting energy efficiency (EE) measures. According to the New York State Energy Research and Development Agency (NYSERDA), there are two primary barriers to adoption that solution providers must address.

How to Tell if a Sales Rep Will Make a Successful Sales Manager

This guest post from Andrew Quinn, VP at Hubspot, offers practical considerations for building a high-performing sales leadership team by promoting top sales reps. The key takeaway is to remember that not all rock star performers will be terrific sales leaders.