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.
July 16, 2021 | ValueCore Team
Let’s say you are the world’s greatest sales professional – so good in fact, your company feels that you are the right person to expand the organization’s market share outside the USA, starting in France. This is all great until you arrive in Paris and discover that the language gap will be a bigger problem than anticipated.
June 29, 2021 | ValueCore Team
Building a value-based ROI presentation doesn’t have to be hard. Follow these easy steps and you’ll soon have a presentation that sales reps can consistently use to present the quantitative value of your solution in an engaging, collaborative way.
June 10, 2021 | ValueCore Team
What is the future of business-to-business selling? Even before the events of 2020 shredded business models and projections, too many companies had overpromised and underdelivered across industries, including communications, healthcare, information technology, and financial services. Buyers have been rocked by the combination of uncertainty, government regulation, a struggling economy, and limited resources.
June 1, 2021 | ValueCore Team
Do you really know what your prospects are looking for? Do you know why they’re looking in the first place? Were you told by your development group or marketing department why your prospects buy products and services like the ones you sell?
May 31, 2021 | ValueCore Team
The challenges of chasing leads and building pipelines in today’s business environment sometimes make me wonder why I ever chose sales as a career—we all follow up on company-generated leads and contact existing customers. Sometimes we even resort to cold calls. For each call, we carefully and conscientiously record the date, time, person we tried to contact, and the outcome of the call in our company CRM system. A quick review confirms our feeling that, all too often, we’ve only managed to connect with a voice-activated system and/or voice mail. It can get so bad that the human contact of having an administrative assistant screen our calls can be gratifying. The common theme is the damned difficult time we have getting access to decision makers.
May 6, 2021 | ValueCore Team
Every successful sales process needs to start with what might be called the “tough questions.” You know them—questions that are so direct they make you sweat and shake in your shoes, that can make you so uncomfortable you’re wary about asking them.
April 12, 2021 | ValueCore Team
“To be, or not to be” is the famous opening phrase of the soliloquy given by Prince Hamlet in the “nunnery scene” of William Shakespeare’s play Hamlet (Act 3, Scene 1). In the speech, Hamlet contemplates death and suicide, bemoaning the pain and unfairness of life, but acknowledging that the alternative might be worse.
March 10, 2021 | ValueCore Team
CROs, CSOs, Solution Consultants and Sales Ops leaders face myriad priorities in the best of times: hiring and retaining top talent, managing pipeline effectively, selecting the best sales tech stack and methodology, and engaging productively cross-functionally. In today’s landscape, marketing budgets and priorities are shifting dramatically, and remote hiring, on-ramping, and managing are new norms in a virtual environment, changing the stakes overnight. It’s more important than ever to enable critical sales skills for disruption and recovery.
December 23, 2020 | ValueCore Team
In most organizations which procure services and solutions from external vendors, there exist “levels of approval” within the organization. For example, for many companies, Directors are often allowed to approve budget items that cost $50,000 or less, while Vice Presidents or CFOs are often required to approve all items that cost $100,000 or more. Of course, the amounts different titles can approve will vary by industry.
