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Transforming to a value selling B2B sales culture resolves potential conflict with your customers. It’s more effective, and sustainable in the long term to deliver a sales message around value. The goal of value selling is to present reasoning to show that...

In the face of rapid and dramatic changes in B2B buying behavior, organizations must reinvent how they sell to restore and reinforce their value to buyers. Today, it’s much more difficult for the B2B sector to get the attention of their target audience, wh...

With so many touch points now in the digital B2B sales process, the sales cycle has become an even longer journey. Full of barriers and external threats (like the current Covid-19 pandemic) that make selling more difficult. Especially where we lack the eve...

You have a product or service which does a fantastic job and creates a lot of value. But when you pick up the phone to introduce yourself and your company, that's where the challenges start. How you can you address the new complex B2B sales process? 84% o...