The ROI Guy

JULY 11, 2017

So how can you best address these changing buyer trends and add more value to each and every prospect engagement? In particular, you should be spending more on interactive, prescriptive content such as diagnostic assessments, benchmarking tools, product advisors and ROI / TCO calculators.

B2B 66

B2B ROI Buyer Competition 66

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 20

Case Study Sales Cycle Study Opportunity 20

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. ROI and efficiency gains. Your solution is differentiated.

Sales Cycle 20

Sales Cycle Case Study Customer Analysis 20