Our New Year’s Round-up: The Top 10 Posts of 2018
Happy New Year! 2018 was a transformative year; digital and technological advances were abundant, Millennial buyers and sellers forced a change in our traditional processes, and an increasing ...
Value Propositions for Your Customer Audience Q&A
For our November Webinar Peyton Marshall, LeveragePoint’s CEO, explored the ways that Value Propositions can and should be the core piece of content that align commercial teams on their customer ...
Engaging the Professional Buyer Q&A
Time spent with a professional buyer is precious and limited. According to Gartner, only 17% of the overall buying journey is spent meeting with potential suppliers. The rest of the buyer’s ...
[Day 2] Sales 3.0 Conference Takeaways
The second and final day of the Sales 3.0 Conference is in the books! Messages of improving the sales landscape with technology, training, and the merriment of the two continued to be at the ...
[Day 1] Sales 3.0 Conference Takeaways
My boss says, "What happens in Vegas stays in Vegas!" every time I'm leaving for one of these conferences. At first, I thought it was him telling me, "Have fun!" with a famous slogan, but now ...
Q&A: The Top Key to Success in Price Negotiations
Joanne Smith is the President of Price to Profits Consulting, formally the DuPont Corporate Head of Marketing and Pricing, and the author of two books. She focuses on helping B2B companies ...
Empower B2B Segmentation to Improve Pricing Performance: Execute on Account-based Marketing [Part 5]
The effective execution of well-designed, profitable segmentation is the holy grail of pricing. As consumers and as business buyers, we all face tiered pricing as we choose between different ...
Gartner Sales & Marketing Conference Recap
Last week I attended Gartner's Sales & Marketing Conference where I joined leaders in sales, marketing, and sales enablement to discuss latest trends, Gartner research, and the future of ...
[Day 3] Gartner Sales & Marketing Conference Daily Digest
Wow, what a conference. Day 3 was short and sweet, so this post will be too. I'll leave you all with five key takeaways, one anti-key takeaway, and 10 of my favorite quotes/stats I gathered ...
[Day 2] Gartner Sales & Marketing Conference Daily Digest
Yesterday I left you with two questions: "How do we build Buyer Enablement?" and "How do we construct a Buyer Enablement ecosystem?." I wasn't trying to lure you into reading today's post; ...
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