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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...

How Marketing Can Drive Revenue Through an Optimized Channel Partner Program

Here’s a channel marketing problem that every revenue-focused marketing leader should have a plan to solve: A sustainable (read: profitable) channel sales strategy must require each partner to sign up for and then meet a revenue target. This is because your...

Enhance Your Partner Marketing ROI at Each Stage of the Partner Journey

When it comes to Partner Marketing, the main focus, if there’s any focus at all, is often on making sure that your partners have the playbooks, tools, understanding, and marketing funds to sell your company’s products. But how much are...

3 Steps to Drive More Return on Your Partner Marketing Investment

You Chose to Work With Channel Partners for a Reason At some point in your company’s evolution, you made the strategic decision to work with channel partners. Maybe these partners had better brand recognition. Perhaps you needed to scale without the...

How a Telecom CEO Is Navigating the Crisis

In the last couple of months, CEOs from a variety of industries have found themselves in uniquely challenging situations. However, during this time, they have all exhibited a common trait — they have proven it has been imperative to uphold...
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