Q4 Blues…and One Free Antidote
OK, here we are, Q4. Time to get dirty. Pull out the stops. *Do what it takes to make your number for the year.* Get on airplanes! The pressure’s on, team. Q4 is the hardest quarter, full stop. The best sales reps do a few things differently in Q4. Let’s talk about why Q4 sucks,…
Value is core to every customer touch
I can’t tell you how delighted I am that we rebranded our company from VisualizeROI to ValueCore.ai. VisualizeROI has served us well since we launched our solution on the Salesforce AppExchange in 2012 for two reasons: (a) clear problem and solution definition, and (b) optimization for search engines Clear problem and solution definition The initial…
9 Open-Ended Sales Questions to Boost Your Success
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Six Traits of Successful Sales Professionals
Everyone involved in developing and managing a sales team has asked themselves the nature or nurture question: are top sales professionals made or born? Do we need to recruit for innate qualities or can we cultivate the right skills and provide the right tools to build a first-class team? Based on my experience, the answer…
Value-Based Selling: 5 Ways to Sell Value Rather Than Price
Selling value is one obstacle that most sales reps face, but mastering the Value Selling Process can overcome this challenge effectively. What is Value-Based Selling? Value-based selling is the art and science of getting customers excited about the outcomes your products and services can deliver for them. This approach helps you avoid getting stuck in…
ValueCore & Intellicap: Powering Value Selling
To serve the global community of B2B sales and marketing leaders who are committed to the quantification of the value of their solutions, ValueCore (formerly known as ValueCore) and Intellicap are partnering together to deliver end-to-end value consulting services and a SaaS platform for value management. Intellicap has been serving Enterprise clients across B2B sectors…
Failure in Sales: The Path to Ultimate Success
I just finished reading a book by Jia Jiang called Rejection Proof, How I beat fear and became invincible through 100 days of rejection. The basic premise was that Jia would put himself in situations where he would get rejected and then discuss what he learned. He did crazy things like borrowing $100 from a…
Staying Aligned With the Buyer’s Journey
Misalignment between the buyer’s and sellers’ processes is a major issue for today’s sales professionals. Life has changed for both buyers and sellers due to COVID-19. Many organizations added several steps around the financial impact of a strategic buying decision. In addition, buyers have taken into consideration more risk mitigation steps and inserted a lot…
Bringing a Prospect to You
Your sales professionals continue to build their pipeline by following up on company-generated leads and contacting existing customers. However, they become frustrated by the limited access they have to decision-makers. Each day begins with a call list of potential prospects (targets) received from corporate marketing. With each call, they carefully enter the date, time, person…
Mastering Sales Language: Connect with Your Prospects
What is Sales Language? Sales language refers to the specific vocabulary, terminology, and communication techniques used by sales professionals to engage with prospects and customers effectively. It encompasses the language, phrases, and tone used to convey product or service features, benefits, and value propositions to potential buyers. Sales language is aimed at influencing buying decisions,…
