Stay ahead with customer value thinking.

Today’s buyers are more educated than ever. In fact, most product research happens long before talking to a salesperson. That puts pressure on sales professionals to have the tools and skills that allow you to be concise, direct, and sell in a compelling way. In this webinar, Dr. Stephen G. Timme, Founder & President of FinListics Solutions and co-author of Insight-Led Selling shares his framework for selling to the C-Suite. He’s joined by sales enablement leaders, Karen Heatwole, VP, Value Advisor at iCIMS and Donna McCurley, Global Sales Enablement expert, as they discuss tips and...

Marketing teams are just as important as sales teams. There has always been a relationship between marketing and sales, of course. Marketers create strategies and tactics to support account executives to execute and close their deals successfully and effectively. However, there are clear barriers between sales and marketing. Each position has different roles to execute in order for the company to have quality content to be able to sing the company’s benefits and value to the customer’s organization. 

When being involved with a company, it requires a solid foundation. Having a solid foundation means having important elements like credibility, authority, and visibility that are all a part of industry ownership and creating a solid foundation for a company. Making sure all elements flow together is important to the company and the customer. The more structured the foundation is the more efficient it will be to better align the elements to stand out in your industry. 

David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here.

This pandemic has dramatically transformed the way we do business around the world. There are changes that are short-term in nature and others that will be with us for a long time as part of the new normal. The crisis has challenged fragile supply chains, complex organizational structures, and the selling operating model across many sectors. Although the worst might be behind us, CROs must redesign their go-to-market strategies to adapt to the new normal and continue to grow. And one of their redesign priorities to integrate customer value management (CVM) in their practice, in their process,...

While the world of cybersecurity has undergone a complete transformation in the last 20 years, some aspects of the industry remain unchanged. Women are still underrepresented in the IT workforce—especially at the top. In the final installment of our three-part women in cybersecurity and tech webinar series, we spoke with a panel of seasoned executives about the quantifiable value of cybersecurity, how women can overcome common challenges, and ways to make the tech environment more inviting for career starters. Here are the top takeaways from these thought leaders. (Be sure to read part one ...