2017, Collateral, Consultative Selling and Prospecting

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How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

LeveragePoint

FEBRUARY 20, 2018

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. Is your prospect an effective sponsor, champion or buying mobilizer? Differentiate.

Case Study

Case Study Sales Cycle Study Opportunity

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes

LeveragePoint

MARCH 23, 2018

people in the average 2017 buying team. The McKinsey team highlighted the payoffs from augmenting presales efforts: five-point improvement in conversion rates, 6–13% improvement in revenue, 10–20% improvement in the speed of moving prospects through the sales process.

Sales Cycle

Sales Cycle Case Study Customer Analysis

Sales Pro Central

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes

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