David Svigel

David Svigel
David helped launch ROI Selling with the vision of bringing other like-minded value practitioners together to deliver seamless value selling programs. He contributes to the firm’s strategic path and is active in all aspects of the business. His focus is on helping clients construct their value proposition, tool delivery, and client service. He has extensive B2B market planning, marketing, and sales enablement experience with Fortune 500 enterprises as well as startup companies. Through all these roles, he studied how a solution’s value was (and wasn’t) communicated to customers. David took the learnings from those successes and failures and helped create a set of value-based marketing and sales tools adapted to today’s technology. David earned a Bachelor of Arts in Economics from Cleveland State University. He serves on the planning committee for OHTec’s Sales & Marketing Group and volunteers his time across his community. David and his wife enjoy small town life and sharing the unique experiences and conversations that come with having a daughter in the first grade.
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Recent Posts

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.

Use Value Selling to Get a Seat on the Same Side of the Table

Marketers and sellers need to know how much their offering is worth to customers. This knowledge helps acquire qualified leads and close more deals. Unsurprisingly, buyers want the same information and need to know how much your offering can lower costs and grow revenue.

Use Simple Sales Enablement Technology to Boost Sales Growth

ROI Selling recently caught up with Mark Stralka, founder and CEO of Mobile Locker, at a marketing event. It was a great opportunity to learn more about Mobile Locker’s cloud-based platform that helps sales and marketing organizations quickly distribute content to the field, and measure its effectiveness with buyers. David Svigel followed up with Mark to discuss his views on the state of sales enablement.

Three Useful Content Strategies to Save Money and Improve Sales

Delivering the right content to the right audience, and at the right time, is critical to B2B sales success. The impact of unused content not only includes the cost of wasted effort but unrealized sales revenue as well.

How to Lead in the Buyer Journey with Next Steps

My guest appearance on The Sales Conversation Podcast explored How to Lead in the Buyer Journey with Next Steps. I was joined by my business partner, Darrin Fleming, and the host, Bruce Scheer, founder of Sales Conversation. Together, we discussed how sellers can lead and support buyers through the buying process by having defined “next steps.”

Why You Need to Build a Curious Sales Organization

I had a fascinating conversation with Alex Berg about increasing revenue by building a more curious sales organization. As founder and Chief Curiosity Officer at CQ Selling, Alex shared his insights about harnessing the power of curiosity to strengthen rapport and propose solutions that deliver the most value.

Top Secrets to Improve Your Product Management

The most important path to effective product management and marketing is a deep understanding of your customers’ needs and alternatives. A successful growth strategy differentiates your product from the competition's and delivers a persuasive value proposition.

Illustrate Business Value to Make the Short List

Potential customers are more self-reliant and in control of the selling process -- thanks to the digitization of the buyer’s journey. With widespread access to vendor websites, industry publications, research analyst reports and online forums, buyers have increasingly less need to communicate with vendors at the beginning of their journey.

Proven Tools to Improve Lead Conversion and Quality

Why is it so difficult to accurately identify the average B2B lead conversion rate? One significant reason is that what constitutes a “lead” is subjective and variable. For example, is a lead the contact details from someone who downloaded a white paper? Or is it those contact details plus criteria like company size or job title that provide access to a higher value asset?

The Best Value Selling Blog Posts of 2018

As 2018 comes to a close, it’s natural to reflect on the content and themes that have shaped this blog over the past twelve months. Subscribers were joined by new readers to expand our active community of sales and marketing leaders, as we continue to explore the ever-changing contours of the B2B landscape.