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Is Your Value Proposition Causing You to Lose Deals?

Today’s article is focused on your value proposition. Does your value proposition tell a story that compels your customers to act by answering the key question, “Why change?” It’s difficult to grow revenue faster than your industry’s growth rate and...

Leverage Your Value Proposition: A Step-by-Step Guide

What is your value proposition? And equally important, do the people in your organization know, and understand what it is? Watch as my colleague, Ryan Tognazzini, and I discuss the importance of your value proposition. And how to ensure it...

Stop ‘Special’ Pricing and Start Value Pricing

All businesses need to prove that their products are valuable; simply declaring it to customers will do little to grow the business. The window to prove your solution is worth the investment and is becoming increasingly brief. If there’s a...

Ways to Use Bundling to Drive up Your Average Sales Price (ASP) and Customer Lifetime Value (CLTV)

“But wait…there’s more!” We’ve all heard the infomercials with the two for the price of one special. Or the five accessories we theoretically should never need since the first one is supposedly indestructible. All of this for only $19.99 plus shipping...

How Reps Can Retire Quota by Embracing Pricing Levers & Value-Based Pricing

The best sales organizations align their interests with those of their sales reps and in the manner in which customers want to buy – may sounds simple, but few organizations “run through the tape” to fully align and address. We...

From Vendor to Valued Partner: The New Technology Purchasing Model.

“The days of selling generic products and services have gone by the wayside. Today, we’re talking about solutions, whether it’s social, mobile, cloud or analytics,” Boxer says. “The companies that do the best with our team are the ones that...

Delivering on Customer Experience—Your Technology Is Only as Good as the Strategy It’s Supporting

For some time now here at SBI, we’ve been describing the measurable benefits of taking a more holistic approach to customer experience. Taking a broader view of your customer’s experience usually requires an expanded line of sight for marketing –...

What Top Performing CMOs Plan to Focus on in 2020

Much has been written in recent months about the demise of the CMO position. While such a drastic assertion is great for grabbing business headlines, the reality is, as usual, decidedly more nuanced. As the marketing function has evolved over the...

The Definitive Guide to Developing Sales Playbooks

The job of a sales enablement leader continues to get more and more difficult. You are constantly expected to do more with less and have the added job of making Sales and Marketing play nice with each other. You’re probably...

Gain a Competitive Edge Through a Successful Pricing Strategy

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture...
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