Customer Think
JUNE 19, 2023
More than 90% of sales employees in B2B SaaS companies face the challenge of value management and value selling. A Value Management survey conducted in 2020 found that 82% of B2B SaaS companies customers ask for value tools, beyond what the business is already offering.
Mike Kunkle
MARCH 31, 2023
Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. Sales Process A sales process is a series of stages that an opportunity moves through. But they are not the same thing. It’s been proven in multiple studies and is worth the effort.
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Customer Think
NOVEMBER 13, 2023
What is surprising is that the reality is two-thirds of a seller’s time is actually spent on non-selling activities, often of which are done manually. It’s not surprising that the most successful B2B sellers diligently protect their time. Here is where sellers are all eyes on AI – and it’s for a good reason. The […]
Strategic Account Management Association
SEPTEMBER 11, 2020
First, a definition of terms: CRM CRM software keeps sales processes organized and aligned with best practices up to the point that a deal is closed. Value Selling A sales approach that focuses on benefiting the customer throughout the life cycle of your relationship. This is where CXM shines. The post Got CXM?
SBI
JUNE 3, 2015
I personally like a variety of business, sales, design, and psychology (neuro-science particularly) books and have a stack of recent reads and another stack of books on my to-read list. I’ll tell you about one book I’m reading that I think everyone who has a role in Sales or Marketing would get value from.
KAM With Passion
MARCH 28, 2022
This post kicks-off a new section of the KAM With Passion blog dedicated to Complex Sales. The series of posts on Complex Sales is about the bottom of the pyramid. How complex is a complex sale situation? In the world of B2B sales, the term of complex sales is a well-accepted term but what does it mean exactly?
Brooks Group
FEBRUARY 27, 2024
Without the intangible value conferred by the label, the choice would come down to personal preference and price. In the absence of value-added components, the sale of virtually any offering depends on the bottom line. But when you only sell on price, margins are slim. Value-based selling is more important now than ever.
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