The Value of “Move the Needle” – January 26, 2017

Today’s buyer doesn’t want a sales pitch. They want to know how your insights and experience can help them beat the competition.  But this is easier said than done: •      Are your sales reps empowered to engage earlier and have poignant financial discussions you’re your prospects? •      Can they compare … Read More

The Value of Value Selling & Marketing – November 10, 2016

Your buyers are concerned about the economics of each purchase decision, and as a result, require financial justification early and often throughout the buyers journey. At the same time, your standard product-centric content and demo-laden sales approach haven’t kept pace. You have to change, and in order to do so, … Read More

The Five Pillars of Value Success – September 27, 2016

“If you build it, they will come” is a quote made famous in the movie Field of Dreams. While the philosophy behind this saying worked great in a Hollywood movie about a fictional baseball field built in an Iowa cornfield, applying it when launching a new value / ROI tool … Read More