Unique value propositions are tough to digitize or commoditize
Best-in-class value propositions are the product of a sound process and share three key traits: accuracy (backed up by evidence), specificity (tailored to resonate with unique buyer segments), and impact (move the customer or prospect to action). Are your sellers delivering inspiring value messages to combat digital and commoditization threats?
FEATURED INSIGHT
Case Study
Pillar Assessment and Roadmap for Change
Determining the root causes of underperformance across sales teams to identify the highest priority areas for future investment.
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BENCHMARKING TOOL
See how you and your organization stack up against your peers in Distribution.
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CONTEMPORARY INSIGHTS ON REVENUE GROWTH
Whitepaper
Sales Compensation: Rewarding Sellers for Performance
Follow these rules to create and sustain effective sales comp plans.
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Article
Adapting Your Sales Model to the As-a-Service Buyer Journey
As buyer behavior change & technology continues to advance, how should you adapt sales function investments?
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