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.
October 17, 2019 | ValueCore Team
The migration to a subscription-based economy and recent hypergrowth of B2B SaaS solutions across marketing, sales, and service categories has spawned the evolution of a handful of new B2B roles: VP of Customer Success, VP of Renewals, and VP of Sales Enablement. The VP of Customer Success is responsible for implementing customers and ensuring they are realizing value from your solution; the VP of Renewals is responsible for securing renewals from existing customers (and in many cases has a larger quota than the VP of Sales!); and the VP of Sales Enablement is responsible for ensuring that the sales team is equipped with the most effective tools and resources, among the thousands that are available on AppExchange.
August 27, 2019 | ValueCore Team
ValueCore is excited to announce that Vendavo has joined the many satisfied sales organizations using our value marketing and sales platform. Vendavo is a leader in the B2B Commerce industry and we couldn’t be happier to show Vendavo prospects just how much value they get by working with a Sales Intelligence expert like Vendavo!
August 26, 2019 | ValueCore Team
ValueCore is excited to announce that Avetta has joined the many satisfied sales organizations using our value marketing and sales platform. Avetta is a leader in the Supply Chain SaaS industry and we couldn’t be happier to show Avetta prospects just how much value they get by working with a Contractor Management service provider like Avetta!
August 20, 2019 | ValueCore Team
Get a bunch of sales professionals in a room and you might hear a plethora of sales philosophies as you walk by. Some recommend this guru, others swear by that book, and still, more wouldn’t head out on the road without the curriculum by so-and-so.
August 7, 2019 | ValueCore Team
These days there’s a tool for everything. The question becomes, how do you determine which tools are the ones you should be paying attention to? Should you be using internally facing tools to automate your sales processes, or customer-facing tools to help close deals faster? The trick is finding the right balance. Sales reps in some of the more ambitious organizations have access to about 10 to 15 tools in total. Beware: internally facing tools can be great at driving productivity and helping you identify leads (e.g. LinkedIn!), but if you don’t have access to a handful of best-of-breed customer-facing tools, your sales may be lagging. So, how do you determine which customer-facing tool is the right one for closing deals, faster? Here are a few things to consider when looking for the right fit for your needs:
July 12, 2019 | ValueCore Team
ROI calculators are nothing new to sales teams. ROI is a long-standing business metric and one at the forefront of buyers’ minds. Sales teams know that tapping into this proactively and approaching buyers with an ROI-based selling technique is an important way to advance customers through the funnel while demonstrating the value of their product. An ROI calculator can be a great tool to make the process more interactive and get the customer involved, but it’s important for sales reps to remember two things in particular: presentation is just as important as the numbers that are generated, and you can build compelling ROI estimates with a limited number of assumptions. You need to build a story with the customer’s numbers, and you need to make them believe they’re missing out on something big without your product. Just simply having a calculator can’t do that. Here are three ways you might be using your ROI calculator wrong:
July 2, 2019 | ValueCore Team
Sales is a collaborative effort. Your old tactics no longer work. It’s too easy for prospective buyers to do a google search, download content, and make a purchase without ever speaking to a sales rep. To get your reps into the conversation, they need to show that they offer more than what’s readily available. Buyers don’t know what they don’t know, and it’s the sales rep’s job to show them exactly what it is they’re missing. The problem is, your buyers are more knowledgeable than ever. So, how do you adapt your sales team into an invaluable asset that meets the modern market needs? You implement a sales enablement strategy.
June 27, 2019 | ValueCore Team
The B2B sales landscape has experienced drastic changes over the last decade; an increase in readily-available content, a migration to mobile-friendly interactions, and the elevated expectations of buyers have all contributed to new challenges for sales professionals. It’s not enough to simply know what you’re selling, you need to be an expert in the field with a documented strategy for acquiring customers and closing sales. Currently, 61% of executives believe they don’t have sales managers who have been adequately trained in sales enablement strategies and techniques. They know that as a result, they’re losing out on sales, time, and profits.
April 2, 2019 | ValueCore Team
The difference between a passable salesperson who simply meets their quotas and an outstanding salesperson who blows past their quotas is in the way they close deals.