Blogs

Read expert insights on value management, ROI selling, and boost your sales team’s performance with fresh content from the best minds in the field.

June 2, 2023 | ValueCore Team
2023 looks to be a challenging year for B2B sales and marketing leaders.  Look forward to updating your pricing model, creating more conservative revenue and expense forecasts, and embracing happy customers! In this environment, the “selling with value” theme is as popular as ever.  This ValueCore + Oliver Wyman piece describes why value selling is *critical* in 2023. Here are 8 tips for value selling that you must keep in mind as you and your team enter 2023.
February 14, 2023 | ValueCore Team
Rapid growth in the last few years and supply constraints since COVID-19 have created a boom time for sellers across many industries. Businesses hungry for growth have placed low hurdles on sellers to prove value, resulting in increased sales despite stagnant pricing that hasn’t been seen since the 1970s.
December 16, 2022 | ValueCore Team
When you’re focused on growth, you’re willing to place bets and make investments that could pay off, or may or may not pay off – you’re willing to experiment. You have both time and access to capital to run experiments.
October 11, 2022 | ValueCore Team
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, what the best reps do to prevail, and one *free, delightful antidote* you can use to close Q4.
September 28, 2022 | ValueCore Team
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. Over time, we started to see that the desired use cases for our solution exceeded the calculation or presentation of ROI to a customer. We had customers using our solution to present price quotes. Customers used our solution to demonstrate the 5-year Total Cost of Ownership of moving to the cloud from an on-premise solution. Customers are now using us during discovery to help calculate and quantify and present a pain statement.
August 17, 2022 | ValueCore Team
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 lies somewhere in the middle: someone with the right personality and spirit certainly has a head start, and everyone’s effectiveness can be enhanced by training, tools, and structure.
April 21, 2022 | ValueCore Team
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 lies somewhere in the middle: someone with the right personality and spirit certainly has a head start, and everyone’s effectiveness can be enhanced by training, tools, and structure.
April 13, 2022 | ValueCore Team
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 the weeds of positioning your products through the usual competitive price and feature comparisons.