Countless revenue leaders have transformed their organizations by embracing a customer-centric approach. In today's competitive B2B enterprise technology landscape, shifting from a product-centric to a value-driven sales strategy is no longer optional—it's imperative. As a revenue leader, here's how you can lead this transformation and drive sustainable growth.
In the rapidly evolving B2B landscape, where 70% of the buying journey happens without sales involvement, marketing should ensure a potential buyer is greeted when visiting online with a capability to quantify potential business value without reaching out to sales. Instead, many marketing teams are keeping their buyers who visit…
In the complex world of high-consideration B2B sales, "foggy value" creates significant barriers to closing deals and driving revenue growth. When key stakeholders lack clarity on the value of change and the associated solution, the buying journey becomes muddled and uncertain.
As enterprise sales leaders and sellers, we've all had to adapt to the new reality of virtual meetings and remote selling. The shift towards digital-first customer engagement is here to stay. To succeed in this landscape, it's critical that you elevate your web meeting game and learn to show up…
As a sales leader or salesperson, you've likely encountered buyers who seem to make irrational economic decisions, despite your best efforts to guide them toward a rational choice. Understanding the principles of Behavioral Economics can help you navigate these challenging situations and ultimately close more deals.
As a marketer or seller, one of your greatest challenges is encouraging prospects to change their behavior and take action. This reluctance to change, even when the current situation is less than optimal, is known as “status quo bias.” To overcome this inherent yet irrational desire to keep things the…
As a B2B seller, you know that today's buyers are more discerning and value-driven than ever before. To win over these buyers and justify the price of your solution, you need to develop a strong business case that demonstrates the value your solution brings to their organization. This is where…
In periods when a prospect’s budget tightens, your B2B sales strategy might need a sharp pivot. Recognizing the constraints your buyer faces can set the stage for a mutually beneficial solution. Here’s how you can guide your buyer through a challenging financial landscape, helping to ensure you both emerge successful.
As a seasoned B2B value professional, you know that engaging the economic buyer is crucial to closing deals and driving revenue growth. But in today's noisy marketplace, cutting through the clutter and capturing their interest is harder than ever.
