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How a Business Case Can Make You a Trusted Advisor
David Svigel
Feb 28, 2024
2 mins

How a Business Case Can Make You a Trusted Advisor

After weeks of meetings, sales pitches, and product demonstrations, how often has a customer responded with a hesitant “maybe?” You can change the game with a well-crafted business case that transforms a one-sided product showcase into a compelling story of value, efficiency, and strategic foresight.

The Productivity Promise: How to Build a Convincing B2B Business Case
David Svigel
Jan 4, 2024
2 mins

The Productivity Promise: How to Build a Convincing B2B Business Case

The promise of improved employee productivity when selling B2B technology solutions is often met with customer skepticism. The value of potential labor savings is obvious, whereas productivity improvements are more nuanced. In reality, they work together to build a persuasive business case that secures buy-in.

The Top 5 Reasons to Budget for Value Selling Tools
David Svigel
Sep 29, 2023
3 mins

The Top 5 Reasons to Budget for Value Selling Tools

Staying relevant is a constant challenge in B2B marketing and sales. Successful leaders continuously explore innovative approaches that can significantly and positively impact lead acquisition in marketing and customer acquisition in sales. One such approach is to leverage value selling tools.

How to Win Over Discerning B2B Buyers with a Strong Business Case
David Svigel
Mar 29, 2023
3 mins

How to Win Over Discerning B2B Buyers with a Strong Business Case

Business-to-business (B2B) selling is complex, especially when justifying the price of a solution. Today’s buyers are increasingly discerning and value-driven, so B2B sellers must thoroughly understand their buyers' needs and their solution’s value. A value selling methodology and ROI tools can help.

Why Multi-Channel Value Calculators Boost Marketing and Sales ROI
David Svigel
Feb 8, 2023
2 mins

Why Multi-Channel Value Calculators Boost Marketing and Sales ROI

Engaging with buyers has become increasingly difficult as demand for their time and attention is at an all-time high. On top of that, marketing channels are falling in and out of favor at unprecedented pace. All this makes creating single-purpose marketing and sales content a big and costly gamble.

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