Tough Questions Sales Professionals Must Ask…and Why
Every successful sales process needs to start with what might be called the “tough questions.” You know them—questions that are so direct they make you sweat and shake in your shoes, that can make you so uncomfortable you’re wary about asking them. Why? Because you’re afraid you might offend the buyer. Or, perhaps you fear…
ROI vs. TCO? Which one should you choose for your business?
“To be, or not to be” is the famous opening phrase of the soliloquy given by Prince Hamlet in the “nunnery scene” of William Shakespeare’s play Hamlet (Act 3, Scene 1). In the speech, Hamlet contemplates death and suicide, bemoaning the pain and unfairness of life, but acknowledging that the alternative might be worse. …
3 Reasons Sales Leaders Should Prioritize a Value Selling Platform NOW to Accelerate Revenue
CROs, CSOs, Solution Consultants and Sales Ops leaders face myriad priorities in the best of times: hiring and retaining top talent, managing pipeline effectively, selecting the best sales tech stack and methodology, and engaging productively cross-functionally. In today’s landscape, marketing budgets and priorities are shifting dramatically, and remote hiring, on-ramping, and managing are new norms in…
The Big Gulp: Three Prospect Reactions After Receiving a $100,000 Price Quote
In most organizations which procure services and solutions from external vendors, there exist “levels of approval” within the organization. For example, for many companies, Directors are often allowed to approve budget items that cost $50,000 or less, while Vice Presidents or CFOs are often required to approve all items that cost $100,000 or more. Of…
Best Practices To Align Sales And Marketing Teams In 2022
Does sales and marketing alignment exist? Marketing and sales teams operate under separate but related sets of objectives—marketing to drive awareness and bring as many high-quality leads to the top of the funnel as possible; sales to determine which of those leads are potential buyers and quickly and efficiently drive them through the funnel and close…
Doubling Deal Size and Reducing Sales Cycle by 50% with a Compelling ROI Platform
Doubling Deal Size and Reducing Sales Cycle by 50% with a Compelling ROI Platform New case study shows how Tipalti turbocharges sales effectiveness with ValueCore. Closing sales always takes longer than we would like, and sales often close for amounts lower than we would wish for. What if there were a predictable way to double…
How Vanity Metrics Miss the Mark for Renewals
Often, companies think they are on track for a customer renewing only to be surprised to discover the metrics they were managing to did not reflect reality. ValueCore CEO, Mike Genstil, speaks with Chris Beall and Corey Frank of the Market Dominance Guys about vanity metrics that can be misleading and a better way to…
4 Ways To Convey Your Product’s ROI To Increase Sales
Is ROI A Pain Killer, Or Vitamin? 4 Options For ROI Quantification To Increase Your Sales 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….
Winning and Losing with ROI calculators…and a Video Showing Some Great Ones
Winning and Losing with ROI calculators…and a Video Showing Some Great Ones 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…
How To Communicate ROI to Customers during a Pandemic
There isn’t a proven methodology or class to attend that teaches you how to sell in a world where30 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…
