Sat.Jan 21, 2017

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Are We Confusing Value Creation with Value Connection?

Increase Sales

Value creation is still a popular term even though concepts like sales enablement or account based selling seem to be front and center these days. In working with a new client, I once again realized how value creation doesn’t really exist because what is really happening is value connection. Credit www.pixabay.com. People buy to satisfy a want or need.

Buyer 118
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Stop Launching Products with One Arm Tied Behind Your Back

SBI Growth

Stop Launching Products with One Arm Tied Behind Your Back.

Strategy 120
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Why Choose You?

Klozers

Why Choose You is a common question buyers ask of sales people. The reality is there needs to be several reasons for Why Choose You and we call these Competitive Advantages. Few would disagree that 2, 3, 4, or 5 compelling Competitive Advantages are core to every business and the stronger and more compelling these advantages, the easier sales become, at least with the right Demand Generation strategies.

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Losing Market Share – Resource Planning with The Pipeline Test

SBI Growth

Resources 120
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How to Stay Competitive in the Evolving State of Martech

Marketing technology is essential for B2B marketers to stay competitive in a rapidly changing digital landscape — and with 53% of marketers experiencing legacy technology issues and limitations, they’re researching innovations to expand and refine their technology stacks. To help practitioners keep up with the rapidly evolving martech landscape, this special report will discuss: How practitioners are integrating technologies and systems to encourage information-sharing between departments and pr