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 ...
“If you won’t or can’t embrace powerful trends quickly and if you fight them, you’re probably fighting the future. Embrace them and you have a tailwind.”
- Jeff Bezos
Amazon has delivered ...
The second in a series of articles with practical advice for quantifying customer value.
In part one we covered how to quantify the value of reduced downtime. For this installment we tackle ...
Is our B2B commercial team self-centered? Or is it customer-centered?
This obvious question for any C-suite is rarely asked in public and even more rarely answered. For any self-respecting ...
I spent last week in beautiful Las Vegas, where LeveragePoint sponsored the CEB, Now Gartner’s Sales and Marketing Summit. I met so many great people, and listened to incredible thought leaders ...
Me, again! But don't worry, Day 3 was short and sweet, so this post will be too. I made it to one presentation before the conference wrapped up. Michael McCune, Senior Executive Advisor at CEB, ...
