How To Get More Value From Sales Efforts


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In this podcast, Steven Forth and I discuss our respective takes on the importance of improving the effectiveness of sales conversations and pricing negotations. This includes the importance of uncovering buyer value in improving both. We also discuss some of the fears and challenges firms need to overcome to achieve breakthough improvements in sales effectiveness.

Steven is the CEO of Leveragepoint, and a valued colleague. His mission is to use value-based pricing to transform the pricing function from a dampener on sales to an enabler of sales effectiveness. Mine is to use feedback on the buyer actions triggered by sales activities to transform sales productivity. This podcast is a window into some of the kinds of conversations which both Steven and I are involved in with our clients and with firms in our respective product eco-systems.

We’d welcome your feedback. Join the conversation.

If you’d rather read what we have to say than hear what we have to say, a transcript of the podcast is available here

Republished with author's permission from original post.

John Cousineau
As President of innovative information Inc., John is leading efforts to improve B2B sales productivity via innovative uses of technologies and information. Amacus, his company's patents pending sales software, is one of his vehicles for doing so. Amacus triggers sales performance by showing Reps what they're achieving from what they're doing, based on buyer actions. John's spent over 35 years harnessing information in ways that accelerate business productivity.


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