Arms races confront us like never before. Literal arms races: Korea, the US, Russia, China and the Middle East.
Economic arms races: tariffs, investment bans and restrictive trade ...
Companies that take a value approach are 24% more profitable than their industry peers. On the other hand, companies that buy based on best value are 36% more profitable than companies that do ...
The best B2B commercial teams drive simplicity into the way their teams sell complex solutions. Yet no matter how streamlined your team’s approach to selling, B2B buying processes are rarely ...
Equipped with extensive online information, risk averse B2B buyers can be elusive. With competing priorities, buyers erect walls, making it difficult for sales to engage and overcome buyer ...
Understanding Sales Challenges, Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status ...
Digital transformation has moved 83% of the buying journey out of the hands of sales reps and into the “internet of things”. The way businesses buy products and services is no longer controlled ...
What percent of your B2B sales force made quota in 2017? A CSO Insights survey suggests that 57% is the average. This means that 43% didn’t meet goal. Getting better performance out of the ...
After our November 2017 Webinar, Value Propositions Help B2B Sales Teams Win: Are Yours Sales-ready?, attendees had the opportunity to fire some questions at our CEO, Peyton Marshall. You can ...
2017 was a transformative year; digital and technological advances were abundant, Millennial buyers and sellers forced a change in our traditional processes, and an increasing amount of B2B ...
The third in a series of articles with practical advice for quantifying customer value.
Having worked closely with several B2B product teams quantifying customer value, I can state ...
