Voice of Value Blog

Generating reliable, top-of-funnel activity is notoriously difficult these days, not to mention expensive and time-consuming. After all, your outreach must be hyper-personalized, timely and add value to the potential buyer. We all agree on this – at least, in principle.

Generating reliable, top-of-funnel activity is notoriously difficult these days, not to mention expensive and time-consuming. After all, your outreach must be hyper-personalized, timely and add value to the potential buyer. We all agree on this – at least, in principle

GUESTS: Pablo Dominguez, Operating Partner of Sales and Customer Success at Insight Partners Matthew May, Senior Advisor at Insight Partners

GUEST: Sheila Kloefkorn, President and CEO of KEO Marketing

GUEST: Harry Morton, Founder and CEO of Lower Street

GUEST: Mark Stouse, Chairman and Chief Executive Officer at Proof Analytics

GUESTS: Elizabeth Patterson, Global Talent Acquisition Partner at Sapphire Karan Singh, Revenue Excellence Partner at Sapphire

The understatement of the year? Selling in 2022 has been difficult.As we look to the end of Q4, external factors continue to play havoc with our ability to win new business. From the lingering effects of the pandemic to supply chain disruptions to continued inflation, we’re fighting an unpredictable economic environment – and yet, there are reasons to be hopeful.

The understatement of the year? Selling in 2022 has been difficult. As we look to the end of Q4, external factors continue to play havoc with our ability to win new business. From the lingering effects of the pandemic to supply chain disruptions to continued inflation, we’re fighting an unpredictable economic environment – and yet, there are reasons to be hopeful.

GUEST: Mary Shea, Global Innovation Evangelist at Outreach

GUEST: Udi Ledergor, CMO of Gong.io

GUEST: Josh Fonger, CEO of WTS Enterprises

Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training.

Early in my sales career, my company hired a phenomenal negotiator to put us through a rigorous one-day training. We learned how to focus on the other individual, generate a feeling of safety, use their language to increase rapport, and tactics for isolating and overcoming obstacles

GUEST: John Kazarian, Founder and CEO of Accelevents

GUEST: Todd Abbott EVP Corporate Development at Mediafly

GUEST: Todd Caponi, speaker, trainer, podcaster, coach, and author of The Transparent Sales Leader

GUEST: Vanessa Judelman, Author, Leadership Coach and President of Mosaic People Development

The understatement of the year? Selling in 2022 has been difficult.As we look to the end of Q4, external factors continue to play havoc with our ability to win new business. From the lingering effects of the pandemic to supply chain disruptions to continued inflation, we’re fighting an unpredictable economic environment – and yet, there are reasons to be hopeful.

Over the past two years, the sales profession has seen more than a few headlines that turn heads:

GUEST: Michael Hubbard, Senior Vice President of Customer Success, Services and Support at Smartsheet

GUEST: Moeed Amin, Director and Founder of Proverbial Door

GUEST: Dale Knipp, Strategic Account Leader at Synamedia

Summer means sailing adventures off the coast of Crete and golfing holidays in southern Portugal — and executives

Summer means sailing adventures off the coast of Crete and golfing holidays in southern Portugal — and executives anxiously checking emails and monitoring economic developments.

GUEST: Bobby Gillespie, Founder & Principal at Propr Design

GUEST: Jeff Risley, Chief Growth Officer for Saxum

GUEST: James Scherer, VP of Growth at Codeless

GUESTS: Chris Smith, Chief Revenue Officer (CRO), and Matt Richards, Chief Marketing Officer (CMO) at Aqua Security

I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead.

I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead. The premise was that buyers hate it. They view sales discovery calls as an annoyance — a roadblock to the demos and nuanced answers they crave from vendors.

GUESTS: Lisa Schnare, ValueSelling Managing Partner and Carlos Nouche, ValueSelling Associate and Visualize Vice President

GUEST: Tim Parkin, President at Parkin Consulting

I attended the Sales 3.0 Conference in Philly last week, where many of the talks had a shocking theme running through them: Discovery is dead.

Accurate and reliable forecasting will transform a sales organization. When it comes to a process as vital as this, you would assume there’s no room for guesswork — but the reality plays out differently:

GUEST: Jose Palomino, Founder and CEO of Value Prop Interactive

GUEST: Patrick Baynes, CEO of Nerdwise

You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them — seems harmless enough.

You’re scrolling through your LinkedIn feed when you receive a request to connect from an account executive. They recently saw you speak at a sales conference, and your talk resonated with them — seems harmless enough.

GUEST: Angeley Mullins, CMO & CGO at Latana Brand Tracking

GUEST: Brian Walker, President at Statwax

You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the background.

Think back to the last time you shared a meal with a good friend. You likely recall the restaurant and the food, the little sensory details like the man smoking the cigar across the street or the squawking birds in the background.

GUEST: Julius Solaris, VP of Marketing Strategy, Events at Hopin

The Guide To Powerful Sales Prospecting is the definitive source for up-to-date sales prospecting techniques and best practices.

There is a cause-and-effect relationship between developing your people and your sales results. Sales coaching is all about looking forward and developing your people to increase their performance, and it’s growing in importance. High-revenue growth companies invest more in coaching and get better results than lower revenue growth companies. Learn all about Sales Coaching and why it’s a must have for any organization.

GUEST: Cherilynn Castleman, Managing Partner at CGI Executive Coaching and author of “What’s in the CARDS?”

This guide covers virtual selling best practices: You’ll learn how to authentically connect with decision-makers, hold a prospect’s attention, build a powerful business case for the value provided by your solution in real time, and move deals to close.

Research by LinkedIn revealed that while 65% of salespeople (and 72% of top performers) say they always put the buyer first, only 23% of buyers agree. That’s a serious discrepancy — what’s to blame for the mismatch? The single biggest roadblock to implementing a truly buyer-first approach: “Lack of the right skillset among existing sales talent.” The solution is obvious: Sales training that embodies the five principles of the buyer-first mindset — a value-based approach to sales training that creates customer-obsessed sellers who forge long-term relationships. Luckily, that’s what this guide is all about. In it, we’ll cover the fundamentals of value-based selling and how to build a customized sales training program, drive adoption and measure its impact.

How do I be me virtually?Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.

How do I be me virtually? Sure, if you’re a remote worker who has one weekly stand-up on Zoom, you may be tempted to laugh that question off. For sales professionals, it’s another story.

GUEST:Jennifer Aplin, CEO and Co-Founder at Digital Magenta Inc.

GUEST: Mike Pastore, Director of Custom Content at Technology Advice and Host of the B2B Nation Podcast

He then stressed the importance of improving seller websites, creating moments of nuance, and focusing on rep-mediated digital experiences — it’s that final point that I want to expand upon.

What better way to kick off winter in the northern hemisphere than with something a little tropical? Specifically, a tropical thought experiment. Now, I know it’s not as exciting as the giveaway for an all-expenses-paid trip to some exotic locale that you were hoping for — but stick with me.

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates

GUEST: Robbie Kellman Baxter, Strategy Consultant at Peninsula Strategies

GUEST: Lowell Ricklefs, Founder and Managing Partner at Traction Advising M&A

GUEST: Wayne Mullins, Founder at Ugly Mug Marketing

GUEST: Matt Cowell, CEO at QuantHub

GUEST: Margot Bloomstein, author of Trustworthy and Brand & Strategy Consultant at Appropriate, Inc

GUEST: Asa Hochhauser, VP of Sales for McGaw.io

What, exactly, are the behaviors that sales professionals need in a virtual world?To find out, we partnered with Training Industry to survey 464 sales leaders and sales training decision-makers

GUEST: Dr. Terry Wu, Owner of Neuromarketing Services

GUEST: Tony Martignetti, Chief Inspiration Officer at Inspired Purpose Coaching and author of Climbing the Right Mountain

GUEST: Kerry Cunningham, Senior Principal, Product Marketing at 6sense

’Tis the season of the double-edged sword. On the one hand, it’s exciting to look forward to the holiday season. On the other, the end of the quarter and the year loom large, with the finish line already in sight.

GUEST: Geoff Atkinson, Founder and CEO of Huckabuy

GUEST: Carlos Nouche, Natalie Pitchford and Lisa Schnare, ValueSelling Associates

GUEST: Carla Intal, Insights Analyst at LinkedIn

When you hear the word negotiation, what comes to mind?

When you hear the word negotiation, what comes to mind? It likely conjures images of your CRM, a ring light shining in your eyes, a giant cup of cold brew and a computer monitor covered in sticky notes. Your palms might even start to sweat a little at the thought — and that’s only natural.

GUEST: Mark Colgan, CEO and Co-founder of Speak on Podcasts

GUEST: Erik Newton, VP of Marketing at Milestone

As many of you know, our headquarters is in Southern California — an area famed for its breathtaking coastline, beautiful beaches, fantastic restaurants and traffic, lots of it.

GUEST: Nick Amabile, CEO at DAS42

GUEST: Roderick Jefferson, Vice President of Field Enablement, NETSKOPE

GUEST: Darin Dawson, Co-Founder and President of BombBomb

The pressure on Olympic athletes is staggering. One false start can send a sprinter or hurdler home. That’s all it takes to destroy more than four years of labor and dedication — and yet, these incredible athletes come back after another four years of hard work.

GUEST: Seth Marrs, Research Director at Forrester

GUEST: Mickie Kennedy, Founder & CEO of eReleases

GUEST: Mike Farrell, CEO of Green Leads

GUEST: Mike Maynard, Owner of Napier Partnership Limited

Pitchverb; gerund or present participle: pitchingto throw or fling roughly or casually."He crumpled the can and threw it into the alley."By definition, “pitching" is done without care and often ends with a lackluster result. While the definition we use in sales may be more targeted, the outcome is the same.

Pitch verb; gerund or present participle: pitching to throw or fling roughly or casually. “He crumpled the can and threw it into the alley.” By definition, “pitching” is done without care and often ends with a lackluster result. While the definition we use in sales may be more targeted, the outcome is the same.

GUEST: Darrell Amy, Author of the Best-Selling Book, Revenue Growth Engine: How to Align Sales and Marketing to Accelerate Growth

GUEST: Kyle Duford, Executive Creative Director of The Brand Leader

GUEST: Dan Morris, Managing Partner of Mindracer Consulting

GUEST: Justin Hartanov, Chief Commercial Officer of Syndigo