Expert Tips & Actionable Insights

If you’ve ever been faced with a period of stagnation, it can be taxing trying to figure out what went wrong and why others are able to scale quickly when you’re stalling out.

Do ethics even exist in sales? Well, yeah, but it’s not exactly full of ethics and integrity, right?

Quantifying value is a vital step in the sales cycle. It proves that salespeople have a developed understanding of a prospect’s business issues and the impact of the proposed solutions — critical ingredients to building buyer confidence and helping prospects justify the purchase. Let’s look at a four-step formula for how to quantify value in sales.

Value selling is a sales methodology that focuses on the buyer and the value they receive by doing business with you.

It’s no secret that successful B2B companies are more focused on customers and how to provide tangible ROI. What’s surprising is that many companies fail to harness one of the most powerful tools to ensure customer acquisition—their value proposition.

Email is always a hot topic, and we all know that outreach is a critical component of effective prospecting.

ValueSelling

As we look to the end of Q4, external factors continue to play havoc with our ability to win new business – and yet, there are reasons to be hopeful.

In a new era of B2B buyers shifting towards eCommerce and online buying trends, we ask the question, “How can sales professionals and retailers be competitive?”

It’s become a cliché almost instantly, but “the new normal” is so apt. Even if you were remote before, now every day is take-your-kid-to-work day.

As executives grow their businesses, they often experience a lonely road of solitude and don’t think to reach out to others for support.

As millennials continue to make up the majority of the workforce, it’s evident that they’re the group that’s least engaged in work.

As social networking online continues to evolve, less and less salespeople are comfortable picking up the phone and calling decision makers. Some may even think that cold calling doesn’t work.

As toddlers, if we are around other humans…we can’t help but learn to communicate. We all learn how. But we could all benefit from doing it more effectively.

Digital transformation isn’t Mark Shank’s favorite term.

In the most recent episode of the B2B Revenue Executive Experience, we sat down with Tim Matthews, VP of Marketing for Imperva and syndicated blogger and author of The Professional Marketer, to unravel the mystery of how to effectively align sales and marketing. We also covered challenges related to demand generation planning and goal setting.

These days, it seems romance can only be found on dating sites.

David Shatz, a new member of the Value Prime Solutions team, brings to bear over 20 years of sales experience and success to help clients improve their revenue performance.

Data breaches, like the recent Facebook debacle, have put companies of all sizes under increased scrutiny when it comes to data privacy. New data protection laws and regulations, such as the General Data Protection Regulation (GDPR) in the EU, are being established to combat data breaches and provide increased transparency when it comes to data usage.

Is your selling method not working anymore?

If you’re losing money on a product, what do you do? Do you rush to double production? No…?

Every successful business needs to sell something at a price where they can make enough money. If they can’t, they’re going to go out of business.

Any B2C company knows that customer experiences are a number one priority. What can B2B sales organizations learn from B2C customer experiences? More than you would think.

80% of content that marketers create is never used by sales. That’s like a knife to the chest.

Content. Content. Content. Content is king. Content is everything. Content is what matters. Right?

In the world of Sales, it’s either ‘Feast’ or ‘Famine’. One moment you have plentiful clients and the next you’re left high and dry…

What makes a cadence tick? What’s inside it’s DNA that makes a cadence effective? Or perhaps, not so effective?

In your business, be greater than a leader: be a hero.

Advertising is an industry seeing a lot of change recently. Yet, ROI from advertising is one of the easiest ways to get traction. Especially, when you advertise on LinkedIn.

Authority marketing can separate you from competitors, drive revenue and turn you into a niche celebrity. But for many salespeople, it’s a struggle with where to start and how to get it done.

There’s a piece of folksy, conventional wisdom everyone knows. It states: If it ain’t broke, don’t fix it.

Loyalty is a critical component of any business.

AI is a hot topic these days. Whether it’s in an incoherent tech-startup pitch or ominous warnings from scientists about a techno-dystopian future, everyone seems to be talking about it.

Sales training has long been viewed as a necessary evil, lacking a major component to success: negotiation training.

Tod Caflisch has been in pro sports IT for almost 30 years, so he’s seen the incredible transformation in the fan experience at sports venues.

At some point, every company has to consider what type of a sales team they will use. Outsourcing sales can benefit companies by not only improving ROI, but by providing a core competency in something that a business might not have.

“Revenue should not be your leading indicator.” Come again?

Founders and CEOs often expect immediate results from new sales teams and employees. But that isn’t always realistic, or sustainable. To find out why, we sat down with Jacob Baadsgaard, CEO of Disruptive Advertising, a team-enabled agency that uses analytics and data to help clients grow their businesses, leveraging platforms like Google and Facebook.

Authenticity is one of the biggest challenges for salespeople in a profession that’s so laden with rejection that many fear it. Yet, authenticity is what separates the sales reps from the sales professionals and it’s what buyers want.

Everybody’s got one. Maybe you spent tens or hundreds of thousands of dollars on yours. Or maybe your son built it for free.

The power of public speaking should be an integral part of your sales and marketing strategy. Being a compelling speaker can position you as a thought leader and lead to more closed deals.

The industry of sales training has been revolutionized by the idea of prescriptive training.

When you look at your best prospects and customers, they should be just as distinctive as zebras.

You’ve no doubt heard the phrase “content is king,” but content alone is never enough. To be a successful content marketer, especially in the B2B world, you need to be plugged in to the sales side of things, and vice versa.

Good coaching empowers individuals, inspires teams and drives results. But it’s often undervalued because it’s not always accessible and its importance may not be obvious.

One of the biggest choke points in companies is often not the sales reps.

The internet has permanently changed the sales experience in brick-and-mortar stores.

Lots of companies are trying to map customer journeys across channels, but that may be unnecessary.

Coaching is a critical component for the success of any sales organization. That’s why we often push front line managers to focus on coaching.

The term “sales enablement,” is thrown around a lot and can mean different things to different sales professionals. We sat down with Paul Bickford, Denver Chapter President of the Sales Enablement Society, to discuss what sales enablement is, why it’s effective and how it can be leveraged as a resource.

Most people, if they had zero clients, would throw in the towel.

The path to leadership is broken. We spend so little time developing leaders.

There’s a very fine line between success and failure. How do you ensure that you’re on the right side of it?

Your mother was wrong. You are not as unique as you think you are, and Chris Orlob, Senior Director of Product Marketing for Gong.io, which increases sales through science, can prove it.

“The more complex you make the sale, the less success you’re going to have.”

Ask ten different people what makes an ultra high performer, or A player, so effective, and chances are you’ll get ten different answers. That’s why leveraging a sales performance framework is so important, because it allows you to organize and maintain success not just at the individual level, but across the organization as a whole.

There are those out there who don’t understand the difference between a sales process, a true framework, and more tactical types of training.

Sales is tough. It’s not an easy thing to figure out for any company. Especially, when that company is a MarTech company that is growing faster than they can implement systems.

We’ve all listened to them. But, how do you get your target audience to choose the right ones to listen to–yours? What secret sauce can you add to make it more alluring than the rest?

In the digital era, customer engagement is a top priority for businesses across industries.With the rise of technology, customers have more information and choices at their fingertips than ever before.

AI has emerged as a game-changer in various industries, and sales is no exception.With its ability to analyze vast amounts of data, automate repetitive tasks, and provide valuable insights, AI has the potential to revolutionize the sales process.

Sales compensation is a sensitive topic for many.When it comes to money, things get tricky.Yet it’s critical to bring themes, such as an effective sales compensation plan determining the success of your business, into discussion.

More sales, more revenue.Every business wants that.Sometimes, your numbers seem like they’re getting stuck in the same place.

Pursuing greater revenue is a universal goal, correct?Absolutely. In the competitive arena of today’s business world, one crucial element contributing to corporate success, driving revenue, and ensuring sustained customer satisfaction is the seamless integration of sales, marketing, and customer success teams.

In today’s rapidly evolving business landscape, security compliance has become a critical concern for organizations of all sizes.

In today’s bustling business world, making a mark in the market and boosting revenue is perpetually challenging.With so many things trying to grab people’s attention, consumers are growing more selective about where they invest their money.

In the dynamic landscape of modern business, embracing data-driven practices has become paramount for companies aiming to thrive in their revenue operations. The significance of such practices derives from their ability to offer invaluable insights into customer behavior, market trends, and other crucial factors that foster business growth and success.

In today’s cutthroat business landscape, companies need to have a well-coordinated and efficient go-to-market strategy. This includes everything from making the product to marketing it.

When it comes to sales enablement, many sales leaders expect immediate and exceptional results. However, this is not a realistic expectation.Effective sales enablement requires consistency, patience, and time. By improving just 1% each day, we can see a significant impact over time.

Building strong relationships with customers is crucial for long-term success. Gone are the days when salespeople could solely rely on product knowledge and persuasive tactics to seal deals.

With over 900 million users, LinkedIn has become a powerful tool for lead generation that offers an unparalleled opportunity to connect with professionals across industries and generate high-quality leads for your business.

Is fear influencing your career? Are you focusing on your customers’ problems instead of providing solutions?

GUEST: Dorene Rettas, Managing Director of Cyber Security Hub

GUEST: Harry Maziar, author of Story Selling: Sage Advice and Common Sense About Sales and Success

GUEST: Terry Lammers, Author | Co-Founder and Managing Member of Innovative Business Advisors

The impact of AI on sales and marketing is a pressing topic for many today, yet there is a lack of true clarity around what artificial intelligence really means in general and varied perspectives in our field specifically.

Do you want your future filled with your industry’s equivalent of Super Bowl rings? Then you better stop managing your people and start coaching them instead.

Every company wants to be great. But a select few companies have what it takes, or more importantly, are willing to do what it takes to truly achieve greatness.

When was the last time you really laughed at work? I mean genuine laughter.

With or without a pandemic, today’s world runs on video.

Understanding the different culture types on your team is the key to improving productivity.

The challenges of balancing work and personal life are . . . challenging.

Empathy in sales has become a popular topic in recent years. Yes, it’s good to understand the emotional state-of-mind your prospect is coming from. It’s also useful to realize how their situation and challenges are affecting their decision-making.

In Juliana Slye’s long career throughout the private and public sectors, two things have stuck with her more than anything:

The sale is going well – you may think you know where it’s going. Then suddenly things start falling apart. “I need to take this to my boss.” It’s a phrase we dread hearing, yet are all too familiar with in the world of sales. So how can we combat chaos?

There is power in transparency in every aspect of your business. Having a culture of transparency is a valuable tool in equipping your reps, engaging your potential buyers, and creating an environment where value-adding methodology flourishes.

Dynamic industries – those that have gone through significant changes in recent years – have faced a unique set of challenges in sales and product development. FUJIFILM North America Corporation, is one of them. Their Imaging Division, which has historically been a B2B sales and marketing organization, has shifted to become a product development organization.

The journey to compliance with recent privacy acts proves to be one of increasing complexity.

Are you looking for ways to become a better leader, develop more effective business cultures, and increase the impact of your teams and the results they produce?

You’ve seen plenty of companies focused on pushing sales organizations hard to generate more revenue. There’s often a focus inside companies to get more out of the salespeople they have.

B2B companies are missing out on a huge opportunity.They’re either not paying attention to it or don’t know how to apply it to their specific situation: Using inbound marketing principles to influence and grow their existing clients.

Change is inevitable. Whether you’re working for a small business, or a company of forty thousand people, at some point you’re going to go through some sort of major organizational change.

Everybody wants more leads… And when it comes to getting more leads, content is king.

Everyone loves throwing around the word “experience.” Buyer, employee, customer, insert-anything-here experience … Is it a platitude?

We wanted to kick off 2018 by talking about something on the top of everybody’s mind as they plan out the new year – prospecting. Time and time again, prospecting is ranked as the highest priority among sales professionals.

There’s a lot of talk out there about how to understand value from the buyer’s perspective. New companies are trying to engage with prospective clients in ways that provide them value instead of just showing the value the company thinks it has.

Before you send that email – ask yourself, “Am I being authentic?”

You’d probably rate the importance of a sales presentation at 10/10.

Developing a more meaningful experience for your customers takes more than just first-party data. Imagine if you could uncover more pieces of the puzzle to create a holistic CX.