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 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.
December 16, 2020 | ValueCore Team
Marketing and sales teams operate under separate but related sets of objectives—marketing to drive awareness and bring as many high-quality leads to the top of the funnel as possible; sales to determine which of those leads are potential buyers and quickly and efficiently drive them through the funnel and close as many high-quality deals as they can.
November 25, 2020 | ValueCore Team
Often, companies think they are on track for a customer renewing only to be surprised to discover the metrics they were managing to did not reflect reality. ValueCore CEO, Mike Genstil, speaks with Chris Beall and Corey Frank of the Market Dominance Guys about vanity metrics that can be misleading and a better way to ensure renewals stay on track.