Stay ahead with customer value thinking.

The days of generic sales pitches are gone for good. Modern buyers now demand customized proposals from sales representatives who prioritize the specific needs of each prospect.

You know the unique value you offer as a company — but do your customers and clients know it?

Successful Businesses Build Credibility and Trust with Metric-driven sales enablement

Metrics are essential in creating compelling business cases to win over clients. Many businesses already use them in selling. But in a value-based sales approach, metrics are not just the icing on the cake—they are the cake batter itself.

5 tips to grow in an unfavorable market

Talks of an upcoming recession have prompted businesses to take a hard look at their revenue streams—and to find ways to boost their sales. Tackling the challenges ahead will require a new approach that emphasizes value to the customer. From initial conversations to renewals, customers need to understand the benefit they get from a product as they tighten their belts. To learn more about how businesses can beat the upcoming recession, we sat down with Joe Sexton, current Board of Advisors member at DecisionLink and former President of Worldwide Field...

By now, your sellers are running around trying to close. The reality is that customers have put a stop to deal-making until they understand how their companies are going to be positioned in this recession. This is to be expected when stock markets are crashing, and investments are drying up. However, it is essential to anticipate the pressure your customers and prospects might put on you when it comes to pricing. Procurement and finance teams might be unwilling to consider investing in your SaaS solution or at least might consider a downgraded version of your solution for now if they see the...

Today, I’m talking about relating to the management and prioritization of marketing programs in the context of a potentially strong recession. At this stage in the game, you are surely in the process of asking yourself how to improve the “bang for the bucks” and how to maintain a rich opportunity funnel. Considering the high chance that your company will reduce headcount and refocus on the core, it is expected that the priorities are going to change. The key question now is what stays in the toolkit and what gets sidelined for the time being. We are back to the “do more with less” frame of...