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.
October 29, 2020 | ValueCore Team
One of the most impactful things you can do during the sales process is quantify your product’s value, or ROI (“Return on Investment”), to your customers. But, as always, there’s more than one way to make this happen. Are you using ROI as a pain killer or a vitamin in your sales process? Communicating your product’s ROI is an effective sales tool in any economic climate. During a boom phase, it might be more of a vitamin; you can leverage it to strengthen and build your case for implementing your product or service.
October 5, 2020 | ValueCore Team
It is vital to communicate value to your prospects in a concise way. Why is this so important? According to Gartner’s March 13, 2020 paper, the second most valuable content to B2B buyers is Value Assessment tools. These tools offer a very effective way to showcase your value.
May 12, 2020 | ValueCore Team
There isn’t a proven methodology or class to attend that teaches you how to sell in a world where 30 million Americans have filed for unemployment between mid-March and April 30. Marketing budgets have been hacked – in some cases by 70% or more, as we have learned firsthand from some of our customers in Silicon Valley.
October 27, 2019 | ValueCore Team
ValueCore is excited to announce that Comprehend Systems has joined the many satisfied sales organizations using our value marketing and sales platform. Comprehend Systems is a leader in the Computer Software industry and we couldn’t be happier to show Comprehend Systems prospects just how much value they get by working with a Clinical Intelligence solutions company like Comprehend Systems!
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:
