Blue Canyon Partners

JUNE 24, 2020

” In many or most B2B markets, 2020 has been a year where much has been turned upside down, where chaos has reigned. Supply chains have been stressed or broken, demand and value shifts have occurred and may persist, and many of the assumptions with which B2B leaders came into 2020 need to be reconsidered.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

Blue Canyon Partners

JUNE 24, 2020

” In many or most B2B markets, 2020 has been a year where much has been turned upside down, where chaos has reigned. Supply chains have been stressed or broken, demand and value shifts have occurred and may persist, and many of the assumptions with which B2B leaders came into 2020 need to be reconsidered.

Suppliers 52

Suppliers Supply Chain Value Proposition B2B 52

SBI

DECEMBER 14, 2021

Mediafly Announces Definitive Agreement to Acquire InsightSquared; Creates the Most Complete Enablement and Intelligence Platform for B2B Revenue Teams. Despite a digital-first selling environment, today’s B2B revenue leaders forecast, prioritize and create sales strategies based on a small fraction of data.

B2B 56

B2B Digitalization Decision-making Healthcare 56

DemandFarm

APRIL 13, 2023

MEDDIC provides a framework for B2B sales & account management professionals to qualify leads, understand the customer’s buying process, and navigate complex sales cycles. This approach is effective in complex B2B sales environments and aims to build trust and credibility, demonstrate expertise, and create value for the customer.

Key Account Management 52

Key Account Management Account Management Management Value Proposition 52

Corporate Visions

APRIL 25, 2019

Finding Your Value Wedge. Most B2B salespeople admit that overlap is 70 percent or higher. So rather than focusing on that “parity area,” you should focus on what you can do for the customer that is different from what the competition can do – this is your “value wedge.”

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

SBI

OCTOBER 28, 2020

As B2B buyers have grown more sophisticated, selling has become more challenging. These challenges are amplified in the COVID economy where sellers have to work smarter to capture remote buyers’ attention and keep it. Buyers are bombarded with static, boring presentations. We didn’t want our pitch to be that way.

Marketing 48

Marketing Sales Healthcare Acquisition 48

SBI

JANUARY 7, 2015

Membrain is Active Pipeline Management that helps drive successful sales behavior in Complex B2B Sales. The system lets reps focus on high value selling behaviors all day every day, pushing up sales volume and yield. I encourage you to consider these top tools when evaluating sales acceleration solutions for your organization.

Innovation 54

Innovation CRM Internet Sales 54

Zendesk

JUNE 30, 2022

Use packaging as a chance to lean into value selling. With a plethora of digital sales tools and technology available for B2B and B2C companies, you can choose what’s right for your company’s unique post-sales process. Make it fun to receive your product. Use automation tools. Service doesn’t need to be hands-on all the time.

Sales 98

Sales Decision-making B2C Profitability 98

SBI

OCTOBER 27, 2020

If your B2B solution isn’t the cheapest, you would be wise to follow a similar path, to create a better buying experience. Tom: There are some luxury brands that realized a long time ago, when you want to get someone to pay a premium, it is less about the product and more about the shopping and purchase experience.

Facilitation 43

Facilitation Communication B2B Decision-making 43

KAM With Passion

MARCH 28, 2022

In another post, I have introduced 3 complementary capabilities organisations need in a B2B world and presented them as a pyramid. In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly? Let’s look at a few typical B2B sales situations and match each of them with a judo belt.

Procurement 130

Procurement Stakeholders CRM Government 130

Zendesk

APRIL 21, 2022

When it comes to B2B sales, it’s also key to identify the people who have the power to say “yes.” B2B salespeople don’t always speak to decision-makers upon first outreach. Solution selling involves knowing who you’re selling to so you don’t spend resources on someone who wants to say “yes” but lacks the authority.

Sales 98

Sales CRM Cybersecurity Meetings 98