ValueSelling

Why do HP, Dell, Lenovo & SAP use partners for their GTM strategy? Because it drives: • Larger deals • Faster closes • Higher win rates • Access to net-new opportunities Big vendors don’t know the customer like the local partner does. #B2B #GTM #PartnerLedGrowth

Partner programs can fail because of sales friction. If reps think, “I could’ve closed that deal,” they’ll resist. The fix? Compensate sales when partners bring deals over the line. #PartnerLedGrowth #ChannelSales #GTM #RevenueLeadership

Imagine your sales team says: “Yes. We have a pricing strategy from leadership. That’s just not how we actually sell.” Pascal Yammine explains fear-driven pricing, discounting habits, and how to align teams around value. youtube.com/watch?v=adtX8i… #SalesLeadership #B2B

AI models aren’t perfect. They improve with feedback. Pascal Yammine explains why testing AI in one area first leads to smarter global adoption. #AI #ArtificialIntelligence #B2B #Sales #SalesLeadership #RevenueGrowth #BusinessStrategy #DigitalTransformation

When execution breaks down, misalignment, and insights that never turn into action follow. Why companies are missing markets: forbes.com/councils/forbe… #BusinessStrategy #SalesLeadership #RevenueGrowth #GoToMarket

A 9–10% annual price increase is a negotiation signal (and your buyers know it!) Pascal Yammine explains why flat price hikes fall short and how value-based pricing drives better outcomes. #PricingStrategy #B2B #Sales

Sales anxiety doesn’t always look like fear. It shows up as over-discounting, resisting change, and sticking to “what’s worked before.” Fear of losing deals drives reactive decisions. #Sales #B2B #SalesLeadership

A discount can feel like a win in the moment. But once it’s given, it rarely disappears. Renewals, expansions, future deals: they all start from that lower number, even when the value hasn’t changed. youtube.com/watch?v=BGSrse… #B2BSales #Pricing #RevenueGrowth #SalesLeadership

Quiet quarters aren’t a signal to panic. They’re a chance to step back, sharpen your value story, strengthen relationships, and fix the gaps that get ignored when pipeline is full. forbes.com/councils/forbe… #SalesLeadership #RevenueGrowth

Most people don’t trust perfect 5-star reviews. Buyers go straight to the negative reviews first. Even better? Products with some criticism often convert better than flawless ones. Todd Caponi explains why this matters. #B2BSales #BuyerPsychology #Trust #MarketingStrategy

Real pricing is driven by 4 things: 1️⃣ Volume 2️⃣ Speed of payment 3️⃣ Length of commitment 4️⃣ Predictability of the deal Todd Caponi explains why this creates better deals and healthier growth. #SalesLeadership #B2BSales #PricingStrategy #RevenueGrowth

We helped GHD Digital shift from services-led selling to value-based SaaS conversations. The result: 450% ARR growth in 2 years. revenueoperationsalliance.com/how-to-drive-g… #SaaS #SalesLeadership #ValueSelling #RevenueGrowth

If no one pays list price, that’s lost revenue compounding over time. Discounts don’t end at close. They follow customers into renewals, expansions, and every convo. Todd Caponi explains why this quietly erodes growth. #SalesLeadership #B2BSales #RevenueGrowth #PricingStrategy

17 years in a row! Grateful to be named a 2026 Top 20 Sales Training & Enablement Company by Training Industry. We’ll keep doing what works: helping sales teams compete on value. #SalesEnablement #ValueSelling

One of the most dangerous things in corporate America? Leaders wearing back-to-back meetings as a badge of honor. As Bill Dwoinen points out: constant collaboration ≠ alignment, and misalignment slows growth. #SalesLeadership #GTM #Leadership #RevenueTeams

Collaboration is talking. Alignment is progress. Teams confuse the two → calls multiply, deals stall, customers repeat themselves. As Bill Dwoinen puts it: misalignment doesn’t just slow work. It costs deals and customers. #SalesLeadership #GTM #B2BSales #CustomerExperience

Most sales kickoffs feel productive in the room. Then reps go back to their deals… and nothing really changes. The kickoffs that drive results are built around practice: real scenarios, real decisions. customerthink.com/planning-a-sal… #SalesLeadership #SalesEnablement

It’s 2 PM. Same deal. Same call. Third time. Call 1: “Let’s align.” Call 2: No owner. No movement. Call 3: Customer thinking, “Why am I explaining this again?” Teams are exhausted by misalignment. #SalesLeadership #GTM #RevenueTeams #B2BSales youtube.com/watch?v=PO9xth…

Vision. Creativity. Resilience. Empathy. We praise these traits in great leaders and CEOs. They’re also traits many people with ADHD symptoms naturally bring to the table. #Leadership #Neurodiversity

If delegation feels impossible, it’s usually because the process only exists in your head. One simple fix: talk it out. Open an AI tool and verbally walk through what you do and why. That “messy” explanation is your first draft of a real process. #Leadership #SalesOps