How Customer Value Maps Make Marketing and Selling Easier
Companies lose their edge because they focus on their products, rather than on their customers. Customer value mapping is a great way to keep your eyes on the ball.
Customer Value Mapping (Business Value Mapping)
How to make B2B sales and marketing easier: A step-by-step approach to mapping customer value. Value is about much more than just the product.
Oh, Now I Get It!
Phil Janus, founder of www.salesengineering.com discusses the power of proper pre-sales technical support for generating revenue and reducing cost.
What Sales Process Behavior Charts Can Tell You
Readers show great insight to some sales process behavior charts, demonstrating the power of data to make the invisible visible in sales and marketing.
Need More Traction with Prospects?
Michael Webb will present customer value mapping – how the voice of the customer can reveal value propositions throughout the customer’s life cycle
How to Design Your Sales Process to Help Customers Buy Now
Most companies haven’t thoroughly considered how their sales process should be designed, much less how to make sales easier. This webinar shows how to do it.
How to Design Your Sales Process to Help Customers Buy Now
Most companies haven’t thoroughly considered how their sales process should be designed, much less how to make sales easier. This webinar shows how to do it.
Got a Technical Team? Here’s a Great Way to Help Them Sell
Recently I spoke with Burke, the VP of Business Development for an engineering firm in the material handling industry. What he told me was a great model for how selling can be made easier – and more effective at the same time.
How to Avoid the Four Most Common Mistakes of Sales Process Mapping
Clarifying and understanding your sales process is crucial. Here are the four most common mistakes companies make when they first begin to map out how they sell.
What Value Does Your Sales Process Create?
[i4w_actionset tagid=’1517′ autorun=1] By Michael J. Webb (pdf of this article) Most sales executives are challenged to produce better results these days. Jill Stillman, a sales executive I worked with a few months ago, seemed particularly frustrated. “There are only 100 firms in the country large enough to buy our services. I know them all. […]
