Losing deals is a fact of life in B2B sales - even for top performers. According to a recent Hubspot report, the average close rate across industries hovers around 20%. Even as the best reps ...
For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored differences between perceived and actual B2B value, ways buyers weigh inherent value alongside value ...
For our February Webinar, Joanne Smith, President at Price to Profits Consulting, shared actionable pricing strategies for periods of economic transition and uncertainty, best practices in ...
For our February Webinar, Joanne Smith, President at Price to Profits Consulting, shared actionable pricing strategies for periods of economic transition and uncertainty, best practices in ...
As the global economy began to emerge from the pandemic, uncertainty became the dominant theme driving B2B decision-making. CEOs and other business leaders looking to navigate this business ...
For our January Webinar, Stephan Liozu, PhD, Founder at Value Innoruption Advisors, shared the secrets to great value discovery sessions and deep value conversations that feed the continuous ...
Value marketing and values marketing are two distinct, yet oft-conflated terms. Previously, we explored the basic concepts of value-based and values marketing, as well as three distinct ways in ...
In the first entry of this series, we explored the general differences between value-based and values marketing. Marketing to B2B differs from B2C across many dimensions –foremost being that ...
Imagine you are a salesperson about to wrap up a sales call with a major account. Over the course of months, you have worked your way up the ladder and are now meeting with the executive buying ...
In the dynamic realm of B2B sales, urgency is paramount, driven by fierce market competition, evolving customer expectations, and rapid industry transformations. The linchpin to success lies in ...
