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 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.
January 27, 2019 | ValueCore Team
Everyone has heard a great story about a big deal getting executed on the golf course. Personal connection and rapport have always been important to every substantial transaction. Even today, in an increasingly virtual world, buyers often request on-site visits from vendors to ensure that they are comfortable with the team who will be providing implementation and support services.
August 18, 2018 | ValueCore Team
The myriad marketing automation companies operating today are doing a great job answering half of the lead scoring question: How “engaged” is the prospect? However, they are generally not addressing the other half, which is arguably even more important: Is the prospect a good fit?
January 5, 2018 | ValueCore Team
An increasing number of Sales VPs are complaining about deals lost to “no decision,” as it has become increasingly difficult for buyers to find budget, given more stringent business case requirements. Try the following ideas below to minimize your team’s losses to the “no-decision dragon.”
September 20, 2017 | ValueCore Team
CRM has gained significant attention and adoption among businesses eager to enhance their processes for building and maintaining customer relationships, thanks to industry visionaries such as Salesforce, Oracle and Microsoft. The central features of CRM include keeping track of customers’ information and determining their readiness to buy; however, there’s a major element of effective sales strategy that CRM systems neglect to address: collaboration.