How salespeople communicate with their prospects and buyers is only one side of effective buyer interactions. What salespeople actually say to different buyer roles at different stages of their customer’s path is often way more important – and that’s all about effective value messaging.“Oh, this...

We move on with our series on value messaging. First, we discussed what value messaging’s role is in a strategic sales enablement approach and why your enablement services have to be aligned on a messaging level. Last week, we discussed organizations’ current approach to value...

What’s the role of value messaging in sales enablement? Basically, value messaging is the glue that allows you to align your content and training services to each other and the customer’s path to ensure consistency and effectiveness.However, two-thirds of organizations (64.7%) work with enablement services...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our salespeople consistently and effectively communicate appropriate value messages that are aligned to our customers’ and prospects’ needs.”Effective value messaging is...