Value-based sales is a popular term used by many companies who claim that their organization provides customers with the best value. From tech support to delivery speed, from warranty policies…
I truly believe in the power of ROI tools and value calculators to help generate better, more qualified B2B marketing leads and enhance a B2B sales rep’s ability to close…
This is Part V of a five-part series about the lifecycle of value in B2B selling and marketing. You’ve set your price, shown the customer the cost of his problem,…
This is Part I of a five-part series about the life-cycle of value in B2B selling and marketing. Part I is an introduction and a summary four phases of the…
Last week I spoke with Ken Powell, who’s been leading a sales transformation at SunGard in his role as VP of Global Sales Enablement. (He was also a speaker this…
