Category: Revenue Enablement
THE MEREO VALUE SELLING PRICING STRATEGY DURING INFLATION
In 2022, a tough sell to buyers is on the horizon: numerous price hikes in response to inflation. While a
B2B leaders share 2022 sales kickoff planning insights
The word around sales kickoff planning season is uncertain. Will it be in person? Will it be all virtual? Will
Sales Training Program Trouble? Look to Outside Sales Enablement for a Holistic Solution.
Sales training is a common prescription to B2B selling organizations’ problems. Salespeople not hitting quotas? No problem — sales training!
How One Digital Asset Management Firm Transformed to a Value Selling Model for Global Success
While Adstream had a successful decades-long history in providing content delivery and traffic management services, leadership wanted to serve customers
Sell me an outcome — not a product.
This is a blog takeover by Steven Goas, sales enablement leader at Capital One. In the digital, customer-centric economy of 2021
3 Lessons From 1 Year of COVID-19 Selling
We have been selling in COVID-19 conditions, at some capacity or another, for more than a year now. These are
Putting Differentiated Value in B2B Value Calculators
A value calculator seems like a selling organization’s dream come true: a tool that can actually demonstrate your solution’s real
Deliver RICH Virtual Content: Part IV — Is your content supported by proof?
Virtual Content Messaging Without Proof Lose Urgency and Credibility Most buyers come from a place of doubt. In fact, most
Why Are C-Suite Executives Now Joining Your Sales Calls? Prepare for This Marked Change.
Salespeople are now faced with selling to the C-suite. C-Suite executives are becoming more involved in your sales deals. They
Sellers, Expect to Earn Equal Value to What You Serve Buyers
A sellers purpose is to serve buyers with a solution. Yet buyers and sellers struggle to remain in harmony —
