2023 Highlights

ValueCore in 2023: Advancing Value Capture & Communication At ValueCore, we’re passionate about revolutionizing the way businesses understand and communicate value in the B2B landscape. Our commitment is to craft solutions that are not just smart and efficient but also a joy to use. They’re designed to blend seamlessly into your existing tech ecosystem, offering…

Eight Value Selling Tips You Cannot Ignore

2023 looks to be a challenging year for B2B sales and marketing leaders.  Look forward to updating your pricing model, creating more conservative revenue and expense forecasts, and embracing happy customers! In this environment, the “selling with value” theme is as popular as ever.  This ValueCore + Oliver Wyman piece describes why value selling is…

Why Value Selling Will Be Critical in 2023

Rapid growth in the last few years and supply constraints since COVID-19 have created a boom time for sellers across many industries. Businesses hungry for growth have placed low hurdles on sellers to prove value, resulting in increased sales despite stagnant pricing that hasn’t been seen since the 1970s. But the situation is changing rapidly….

Value Selling in a Recession

This blog post is going to be about value selling in a recession and why it’s important. In a booming economy, the most important financial metric that organizations tend to care about is growth. When you’re focused on growth, you’re willing to place bets and make investments that could pay off, or may or may…

ValueCore recently initiated a “We Buy Ugly Spreadsheets campaign.” What is this about, and why did we do this?

Who is this for? In our experience as a SaaS vendor to large and small B2B sales and marketing organizations over the past decade, the substantial majority use spreadsheets heavily for both internal (forecasting, internal decision-making) and external communications (with customers and partners). Our “ugly spreadsheets” campaign is focused on B2B sales and marketing professionals…

Q4 Blues…and One Free Antidote

OK, here we are, Q4.  Time to get dirty.  Pull out the stops.  *Do what it takes to make your number for the year.*  Get on airplanes!  The pressure’s on, team.  Q4 is the hardest quarter, full stop.  The best sales reps do a few things differently in Q4. Let’s talk about why Q4 sucks,…

Value is core to every customer touch

I can’t tell you how delighted I am that we rebranded our company from VisualizeROI to ValueCore.ai. VisualizeROI has served us well since we launched our solution on the Salesforce AppExchange in 2012 for two reasons: (a) clear problem and solution definition, and (b) optimization for search engines Clear problem and solution definition The initial…

9 Powerful Sales Questions to Ask Prospects – Open-Ended and Structured Versions

Why Open-Ended Sales Questions Work You should ask an open-ended sales question at the start of every discovery call. The first question should always be, “What would you like to learn most during this discussion?” The power of this question is it allows you to understand quickly where the customer is in their buying journey….

Six Traits of Successful Sales Professionals

Everyone involved in developing and managing a sales team has asked themselves the nature or nurture question: are top sales professionals made or born? Do we need to recruit for innate qualities or can we cultivate the right skills and provide the right tools to build a first-class team? Based on my experience, the answer…

Value-Based Selling: 5 Ways to Sell Value Rather Than Price

Selling value is one obstacle that most sales reps face, but mastering the Value Selling Process can overcome this challenge effectively. What is Value-Based Selling? Value-based selling is the art and science of getting customers excited about the outcomes your products and services can deliver for them.  This approach helps you avoid getting stuck in…