Sales Pro Central

How can anyone sell value without values?

Membrain

SEPTEMBER 11, 2022

I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article.

Webinar Metrics

Webinar Metrics B2B Sales Sales Management

Fiserv’s Three-Stage Approach to Mobilizing Value Selling

LeveragePoint

NOVEMBER 2, 2020

In a recently published case study , we explore how Fiserv, a global leader in financial services technology, was able to mobilize a transformational Value Selling initiative using LeveragePoint as their chosen platform for value collaboration. In the beginning stages, Fiserv focused on generating traction with Value Selling.

Scale

Scale Case Study Analysis Study

Mobilize Value Selling: How To Increase Your Sales Velocity Q&A Part 3

LeveragePoint

SEPTEMBER 11, 2020

We also use client performance that we track to further refine our valuations in our LeveragePoint value propositions. This may sound like an oversimplification, but the LeveragePoint system helped to reinforce terms and concepts that we were teaching in our development programs. Watch the Full Webinar or Download the Slides.

Lead Rank

Lead Rank Lead Scoring Hiring Webinar Metrics

Mobilize Value Selling: How To Increase Your Sales Velocity QA Part 2

LeveragePoint

AUGUST 14, 2020

We did this using several systems where we created a unique identifying data element for deals, products, or individuals using LeveragePoint. This allowed us to follow our sample of LeveragePoint data against control data not using LeveragePoint (i.e., our normal operations). Watch the Full Webinar or Download the Slides.

Lead Rank

Lead Rank Lead Scoring Webinar Metrics Scale

Mobilize Value Selling: How To Increase Your Sales Velocity QA

LeveragePoint

JULY 31, 2020

What I think LeveragePoint allows you to do, even if you’re going to have a negative meeting, is to go into it with the facts, go into it with a quantified Value Proposition; to go into it with data. LeveragePoint gives you a tool. They might not have the right strategy aligned to what it is that you drive. It gives you a buddy.

Lead Rank

Lead Rank Lead Scoring Outsourcing Services Webinar Metrics

Best Practices for Accelerating Your Value Strategy Q&A

LeveragePoint

NOVEMBER 1, 2019

I recommend that you search the library of papers and case studies from LeveragePoint and you’ll see a lot of good stories from Bayer and Schneider and other companies that do this very well. So we ask them to prepare beforehand and then we use a template, which is pretty much a LeveragePoint Value Proposition with screens.

Webinar Metrics

Webinar Metrics Strategy Margin Case Study

Make Your Value Pricing Count: Get Value Selling into the DNA of Your Organization Q&A

LeveragePoint

NOVEMBER 13, 2020

LeveragePoint is another approach that they can use to really calculate the value and also communicate and even validate it. The post Make Your Value Pricing Count: Get Value Selling into the DNA of Your Organization Q&A appeared first on Value-Based Strategy | LeveragePoint. Because that’s often kind of forgotten.

Chemicals

Chemicals Webinar Metrics Scale Competition

Sales Velocity: The Best Way to Measure the Impact of Value Selling

LeveragePoint

JUNE 17, 2020

At LeveragePoint we believe a successful value approach impacts all four of these levers simultaneously. Want to see how LeveragePoint can help you improve your Sales Velocity? The post Sales Velocity: The Best Way to Measure the Impact of Value Selling appeared first on Value-Based Strategy | LeveragePoint. Average Deal Size.

Top of Funnel

Top of Funnel Sales Cycle Funnel Proposal

Simplify Your Selling: Tackling the 3 Major B2B Sales Hassles

LeveragePoint

FEBRUARY 9, 2018

Tackle the hassles with LeveragePoint. The post Simplify Your Selling: Tackling the 3 Major B2B Sales Hassles appeared first on Value-Based Strategy | LeveragePoint. Selections among objectives can refine the structure of the right offering. Changes in business assumptions can recalculate ROI and value results.

B2B

B2B Collateral Ideal Customer Profile ROI

[Day 2] Sales 3.0 Conference Takeaways

LeveragePoint

OCTOBER 26, 2018

Boost Sales Enablement with LeveragePoint. Conference Takeaways appeared first on Value-Based Strategy | LeveragePoint. Sheryl Upkes, Senior Manager of Global Sales Development at Perkin-Elmer, stated, “The most successful sales people aren’t the ones that can sell the best, they are the ones that understand business the most.”.

Conference

Conference Sales Enablement Buyer Quota

CEB, Now Gartner Sales and Marketing Summit – Day 3

LeveragePoint

OCTOBER 19, 2017

The post CEB, Now Gartner Sales and Marketing Summit – Day 3 appeared first on Value-Based Strategy | LeveragePoint. Combining the two is a force to be reckoned with, and lights a fire under the you-know-whats of that 51%. May the force be with you.

Marketing

Marketing Guarantee Advertising Advertising

Master Value Conversations: Creating a Value Based Business Q&A

LeveragePoint

SEPTEMBER 4, 2020

So for example, if I were creating a value proposition for LeveragePoint, it would “win more deals at higher prices.” The post Master Value Conversations: Creating a Value Based Business Q&A appeared first on Value-Based Strategy | LeveragePoint. That’s one of my favorite lines anyway, right?

Conversion

Conversion Distribution Margin Webinar Metrics

Jumpstart Value Selling by Using Existing Data

LeveragePoint

NOVEMBER 27, 2019

Whether these presentations are internally developed, or generated using a tool like LeveragePoint , incorporating the data that you gather is key to getting started with Value Selling. The post Jumpstart Value Selling by Using Existing Data appeared first on Value-Based Strategy | LeveragePoint.

Data

Data Case Study Survey Study

[Day 1] Sales 3.0 Conference Takeaways

LeveragePoint

OCTOBER 25, 2018

and in the meantime check out how LeveragePoint helps empower sales conversations with our digital, interactive tool. Conference Takeaways appeared first on Value-Based Strategy | LeveragePoint. Stay tuned for more from my experience at Sales 3.0, The post [Day 1] Sales 3.0

Conference

Conference Lead Rank Face-to-face Lead Scoring

Initiate and Scale Value Selling: Live Practitioner Roundtable Q&A

LeveragePoint

JULY 19, 2019

Tinique Lenderman, Director of Customer Success and Value Selling Advisory, LeveragePoint. The post Initiate and Scale Value Selling: Live Practitioner Roundtable Q&A appeared first on Value-Based Strategy | LeveragePoint. Paolo De Angeli, Pricing Group Expert, Borealis. Watch the Full Webinar or Download the Slides.

Scale

Scale Face-to-face Webinar Metrics Competition

Finding Value Data is LeveragePoint’s Latest Innovation

LeveragePoint

AUGUST 31, 2010

LeveragePoint makes it easy for product, marketing and/or pricing professionals to collaborate around value modeling to develop unique competitive advantage AS WELL AS provides a capability to execute and profit from that advantage. LeveragePoint for Value Management is the only solution on the market that delivers that. LeveragePoint.

Data

Data Hoovers Travel Negotiation

Selling Value from Qualification to Close Q&A

LeveragePoint

JULY 30, 2018

The post Selling Value from Qualification to Close Q&A appeared first on Value-Based Strategy | LeveragePoint. The other sort of system that supports this change really comes to an internal culture that’s focused on value and is therefore customer-centric instead of being technical-centric.

Closing

Closing Webinar Metrics System Incentives

[Day 2] Gartner Sales & Marketing Conference Daily Digest

LeveragePoint

OCTOBER 10, 2018

The post [Day 2] Gartner Sales & Marketing Conference Daily Digest appeared first on Value-Based Strategy | LeveragePoint. Start Building Your Buyer Enablement Stack: Talk to Us.

Conference

Conference Marketing Construction Intent

[Day 3] Gartner Sales & Marketing Conference Daily Digest

LeveragePoint

OCTOBER 11, 2018

The post [Day 3] Gartner Sales & Marketing Conference Daily Digest appeared first on Value-Based Strategy | LeveragePoint. Start Building Your Buyer Enablement Stack: Talk to Us!

Conference

Conference Marketing ROI Microsoft

A Seller’s Guide to Digital Transformation: Themes from the CEB, Now Gartner Conference

LeveragePoint

OCTOBER 27, 2017

I spent last week in beautiful Las Vegas, where LeveragePoint sponsored the CEB, Now Gartner’s Sales and Marketing Summit. The post A Seller’s Guide to Digital Transformation: Themes from the CEB, Now Gartner Conference appeared first on Value-Based Strategy | LeveragePoint.

Conference

Conference Buyer B2B Data

Q&A with LeveragePoint’s CEO, Peyton Marshall

LeveragePoint

JANUARY 5, 2018

The post Q&A with LeveragePoint’s CEO, Peyton Marshall appeared first on Value-Based Strategy | LeveragePoint. Generate that piece of content on one Value Proposition, and hopefully it instills this sense of benefit and you build on the success by finding resources wherever you can.

Case Study

Case Study Webinar Metrics Sales Cycle Study

Leveraging a SaaS Value Story

LeveragePoint

SEPTEMBER 22, 2009

In this post, we illustrate a value model for a particular SaaS solution, LeveragePoint for Value Management. Here are three key value messages for LeveragePoint for Value Management for this B2B company. LeveragePoint enables any marketer to create a viable value model for their solution/customer in less than an hour.

Lead Rank

Lead Rank Lead Scoring Collateral Margin

“Pricing Leadership: Navigating through Tumultuous Times” by John Hogan

LeveragePoint

OCTOBER 28, 2009

John Hogan, management consultant, author, and LeveragePoint advisor, recently delivered a keynote at the Professional Pricing Society’s annual conference in Orlando in October. LeveragePoint Innovations. We look forward to your reactions and contributions to the discussion around these important themes. John Hogan, Ph.D.

Face-to-face

Face-to-face Construction Conference Maximizer

Closing the gap between marketing collateral and sales effectiveness for B2B marketers.

LeveragePoint

MARCH 20, 2012

Director of Professional Services, LeveragePoint. appeared first on Value-Based Strategy | LeveragePoint. Do you think that your sales team can close more deals or attain higher margins by creating the type of value propositions that address what customers really care about? You betcha! Roberto Rivera.

Collateral

Collateral B2B Marketing Closing

Quantifying and Selling Value for Services Q&A

LeveragePoint

AUGUST 9, 2019

The post Quantifying and Selling Value for Services Q&A appeared first on Value-Based Strategy | LeveragePoint. That way, both the supplier and the buyer both have skin in the game. Watch the Full Webinar or Download the Slides.

Webinar Metrics

Webinar Metrics Government Energy Negotiation

[Day 1] Gartner Sales & Marketing Conference Daily Digest

LeveragePoint

OCTOBER 9, 2018

The post [Day 1] Gartner Sales & Marketing Conference Daily Digest appeared first on Value-Based Strategy | LeveragePoint. To stay up-to-date on the latest and greatest, Subscribe to the Value Strategies Blog.

Conference

Conference Marketing Construction B2B

LinkedIn Poll – What is the best place to look for new pricing talent?

LeveragePoint

NOVEMBER 9, 2011

At LeveragePoint we have taken this into account in designing our Software as a Service (SaaS) pricing platform. appeared first on Value-Based Strategy | LeveragePoint. But in B2B, sales plays a critical role in actually negotiating can capturing prices and sales often has some of the best insight into customers and competition.

LinkedIn Negotiation Software Software

Value Propositions for Your Customer Audience Q&A

LeveragePoint

DECEMBER 7, 2018

The post Value Propositions for Your Customer Audience Q&A appeared first on Value-Based Strategy | LeveragePoint. So many of those initiatives talk about value propositions and value selling, but those don’t really work unless you provide sales with the tools. Watch the Full Webinar or Download the Slides.

Account Based Marketing

Account Based Marketing Customer Webinar Metrics Retail

Selling Value in B2B

LeveragePoint

APRIL 10, 2012

Below is a real-world scenario of how the Sales team is transitioning to Value Selling using our LeveragePoint application to communicate customer value more effectively. The post Selling Value in B2B appeared first on Value-Based Strategy | LeveragePoint.

B2B

B2B Segment Scale Collateral

Transcend Value Calculators: 6 Ways Value Propositions Change the Sales Process

LeveragePoint

APRIL 17, 2019

We asked LeveragePoint customers how a shift from Value Calculators to digital Value Propositions is changing their sales process. The post Transcend Value Calculators: 6 Ways Value Propositions Change the Sales Process appeared first on Value-Based Strategy | LeveragePoint. Six Ways Value Propositions Change the Sales Process.

Sales Process

Sales Process Case Study Sales Cycle Engineering

Bridging the Silos of Marketing, Pricing & Sales

LeveragePoint

MAY 20, 2010

At LeveragePoint we tackle this problem in three ways. The post Bridging the Silos of Marketing, Pricing & Sales appeared first on Value-Based Strategy | LeveragePoint. Both forms of knowledge are essential to creating targeted value messages that incorporate real customer and competitor data. Jonathon Levy. Former CSO.

Lead Rank

Lead Rank Marketing Lead Scoring Margin

Mastering Value Communication: Transform Your Sales Execution with Skills and Technology Q&A

LeveragePoint

SEPTEMBER 25, 2020

The post Mastering Value Communication: Transform Your Sales Execution with Skills and Technology Q&A appeared first on Value-Based Strategy | LeveragePoint. Watch the Full Webinar or Download the Slides.

Webinar Metrics

Webinar Metrics Conversion Competition Buyer

Gartner Sales & Marketing Conference Recap

LeveragePoint

OCTOBER 15, 2018

The post Gartner Sales & Marketing Conference Recap appeared first on Value-Based Strategy | LeveragePoint. (SiriusDecisions Study). START BUILDING YOUR BUYER ENABLEMENT STACK: TALK TO US!

Conference

Conference Marketing Buyer Channels

Ask the Expert, Follow-Up on June Webinar: Driving Value In Product Development

LeveragePoint

JULY 4, 2012

The post Ask the Expert, Follow-Up on June Webinar: Driving Value In Product Development appeared first on Value-Based Strategy | LeveragePoint. Being able to manage price in a thoughtful way, based on changes in value, is pretty important.

Follow-up

Follow-up Webinar Metrics Segment Up-Sell

Is Your Commercial Team Self-centered or Customer-centered? Value Propositions Focus Conversations on the Audience that Matters

LeveragePoint

NOVEMBER 3, 2017

Value Propositions Focus Conversations on the Audience that Matters appeared first on Value-Based Strategy | LeveragePoint. The post Is Your Commercial Team Self-centered or Customer-centered?

Conversion

Conversion Customer B2B Buyer Persona

SPIN Selling for a Tough Economy: Getting Concrete on Implication & Need-Payoff

LeveragePoint

SEPTEMBER 12, 2010

The post SPIN Selling for a Tough Economy: Getting Concrete on Implication & Need-Payoff appeared first on Value-Based Strategy | LeveragePoint. The best way to do this is through a conversation around value. Steven Forth.

Negotiation

Negotiation Decision Maker B2B Buyer

3 Reasons Why Sticking with the Status Quo Will Negatively Impact Your Sales Success in 2018

LeveragePoint

NOVEMBER 22, 2017

The post 3 Reasons Why Sticking with the Status Quo Will Negatively Impact Your Sales Success in 2018 appeared first on Value-Based Strategy | LeveragePoint. [Infographic] Communicating Statistics with Data Storytelling.

Lead Rank

Lead Rank Case Study Sales Qualified Lead Face-to-face

[Part 1] Execute on Account-Based Marketing: Targeted, Personalized Content for Sales Engagement

LeveragePoint

AUGUST 31, 2018

The post [Part 1] Execute on Account-Based Marketing: Targeted, Personalized Content for Sales Engagement appeared first on Value-Based Strategy | LeveragePoint. Part 4 of the series will highlight the benefits of ABS for sales effectiveness while Part 5 will focus on the benefits of ABS for pricing strategy and execution.

Account Based Marketing

Account Based Marketing Account Marketing ROI

Generate Momentum in Value Selling: A Checklist for Sustainable Improvements in B2B Sales

LeveragePoint

JUNE 29, 2018

The post Generate Momentum in Value Selling: A Checklist for Sustainable Improvements in B2B Sales appeared first on Value-Based Strategy | LeveragePoint. For more information on designing Value Propositions see Designing Value Propositions for Sales Conversations.

B2B

B2B Webinar Metrics Incentives Incentive

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients

LeveragePoint

APRIL 12, 2019

The post Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients appeared first on Value-Based Strategy | LeveragePoint. For more information on designing Value Propositions, check out: Designing Value Propositions for Sales Conversations.

Buyer

Buyer Case Study Marketing B2B

Win with Powerful B2B Sales Moments: Two Differences Between Value Propositions and Value Calculators

LeveragePoint

JUNE 19, 2018

The post Win with Powerful B2B Sales Moments: Two Differences Between Value Propositions and Value Calculators appeared first on Value-Based Strategy | LeveragePoint. For more information on designing Value Propositions see Designing Value Propositions for Sales Conversations.

B2B

B2B Case Study Analytics Study

What Are You Doing to Enable B2B Sales in 2018? Align Your Value Proposition with Your Sales Initiatives

LeveragePoint

JANUARY 12, 2018

Align Your Value Proposition with Your Sales Initiatives appeared first on Value-Based Strategy | LeveragePoint. For more information on designing Value Propositions see Designing Value Propositions for Sales Conversations. The post What Are You Doing to Enable B2B Sales in 2018?

Top of Funnel

Top of Funnel Lead Rank Lead Scoring B2B

How Does Pricing Support the Sales Function?

LeveragePoint

SEPTEMBER 7, 2010

appeared first on Value-Based Strategy | LeveragePoint. A complete view would enable the PM to see the realized value capture versus conceived value potential and understand variation by any number of factors. Steven Forth, . Former CEO. The post How Does Pricing Support the Sales Function?

Discount

Discount Policies Margin Guidelines

[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges

LeveragePoint

OCTOBER 5, 2018

The post [Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges appeared first on Value-Based Strategy | LeveragePoint. Part 5 will focus on the benefits of ABS for pricing strategy and execution.

Account Based Marketing

Account Based Marketing Account Case Study Marketing

How can anyone sell value without values?

Fiserv’s Three-Stage Approach to Mobilizing Value Selling

Trending Sources

Mobilize Value Selling: How To Increase Your Sales Velocity Q&A Part 3

Mobilize Value Selling: How To Increase Your Sales Velocity QA Part 2

Mobilize Value Selling: How To Increase Your Sales Velocity QA

Best Practices for Accelerating Your Value Strategy Q&A

Make Your Value Pricing Count: Get Value Selling into the DNA of Your Organization Q&A

Sales Velocity: The Best Way to Measure the Impact of Value Selling

Simplify Your Selling: Tackling the 3 Major B2B Sales Hassles

[Day 2] Sales 3.0 Conference Takeaways

CEB, Now Gartner Sales and Marketing Summit – Day 3

Master Value Conversations: Creating a Value Based Business Q&A

Jumpstart Value Selling by Using Existing Data

[Day 1] Sales 3.0 Conference Takeaways

Initiate and Scale Value Selling: Live Practitioner Roundtable Q&A

Finding Value Data is LeveragePoint’s Latest Innovation

Selling Value from Qualification to Close Q&A

[Day 2] Gartner Sales & Marketing Conference Daily Digest

[Day 3] Gartner Sales & Marketing Conference Daily Digest

A Seller’s Guide to Digital Transformation: Themes from the CEB, Now Gartner Conference

Q&A with LeveragePoint’s CEO, Peyton Marshall

Leveraging a SaaS Value Story

“Pricing Leadership: Navigating through Tumultuous Times” by John Hogan

Closing the gap between marketing collateral and sales effectiveness for B2B marketers.

Quantifying and Selling Value for Services Q&A

[Day 1] Gartner Sales & Marketing Conference Daily Digest

LinkedIn Poll – What is the best place to look for new pricing talent?

Value Propositions for Your Customer Audience Q&A

Selling Value in B2B

Transcend Value Calculators: 6 Ways Value Propositions Change the Sales Process

Bridging the Silos of Marketing, Pricing & Sales

Mastering Value Communication: Transform Your Sales Execution with Skills and Technology Q&A

Gartner Sales & Marketing Conference Recap

Ask the Expert, Follow-Up on June Webinar: Driving Value In Product Development

Is Your Commercial Team Self-centered or Customer-centered? Value Propositions Focus Conversations on the Audience that Matters

SPIN Selling for a Tough Economy: Getting Concrete on Implication & Need-Payoff

3 Reasons Why Sticking with the Status Quo Will Negatively Impact Your Sales Success in 2018

[Part 1] Execute on Account-Based Marketing: Targeted, Personalized Content for Sales Engagement

Generate Momentum in Value Selling: A Checklist for Sustainable Improvements in B2B Sales

Value Propositions to Drive Buyer Enablement: Effective Value Selling vs. Marketing Mush – 5 Key Ingredients

Win with Powerful B2B Sales Moments: Two Differences Between Value Propositions and Value Calculators

What Are You Doing to Enable B2B Sales in 2018? Align Your Value Proposition with Your Sales Initiatives

How Does Pricing Support the Sales Function?

[Part 4] Execute on Account-Based Marketing: Account-Based Value Selling Addresses 5 Sales Challenges

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