2023 Highlights
ValueCore in 2023: Advancing Value Capture & Communication At ValueCore, we’re passionate about revolutionizing the way businesses understand and communicate value in the B2B landscape. Our commitment is to craft solutions that are not just smart and efficient but also a joy to use. They’re designed to blend seamlessly into your existing tech ecosystem, offering…
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: Clear problem and solution definition, and Optimization for search engines Clear problem and solution definition The initial laser-like focus…
9 Open-Ended Sales Questions to Boost Your Success
How Open Ended Sales Questions Work You should ask an open-ended sales question at the start of every discovery call. The first question should always be, “What would you like to learn most during this discussion?” The power of this question is it allows you to understand quickly where the customer is in their buying…
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 come together to operationalize a value selling framework
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…
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…