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.

Group 90
Announcing: ValueCore and Avetta

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!

Value Based Selling vs. ROI Selling

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.

Too Many Sales Tools? Here’s How to Find the One That’s Right For You.

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:

3 Ways You're Using Your ROI Calculator Wrong

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:

Without Sales Enablement, You Lose

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.

You Can't Sell Without a Strategy: Statistics for High-Performing Sales Teams

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.

3 Ways to Ensure Your Sales Cycle Doesn't Sputter During the Last Mile

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.

Should Procurement Groups Enforce ROI Justification

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.

The Other Dimension of Lead Scoring

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?

7 Ways to Slay the “No Decision” Dragon

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.”

CRM's Collaboration Conundrum

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.