Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Tutorial

Already a subscriber? Login

Subscribe and get immediate access to this tutorial, full access to our research library, and much more...

Selling Value More Confidently in Seven Steps

How to Give Your Sales Team the Confidence They Need to Communicate and Capture Value

To sell effectively and maximize revenue and margin, salespeople not only have to be confident in themselves, they also have to be confident in the value of the offerings they’re representing. In this tutorial, you will learn about:

  • Why a salesperson’s confidence in themselves is not enough to hold the line on discounting
  • Three reasons the sales team should be viewed as a primary audience for value messaging
  • Seven straightforward steps you can take without boiling the ocean or taking on too much
  • What you can expect to happen and what you need to watch out for as you move forward

This tutorial is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • The Fundamentals of Effective Marketing Analysis

    Effective marketing analysis has the potential to reveal significant opportunities to drive more profitable growth.In this on-demand training webinar, learn about the key analytical concepts and foundational elements that need to be in-place to ensure meaningful results.

    View This Webinar

  • Anatomy of a Competition-Crushing Sales Strategy

    The better your sales strategy, the easier it is for your sales team to achieve their objectives. But sales strategy is often misunderstood. In this on-demand training session, learn how leading sales operations are improving their sales strategies to win more business, while actually competing less.

    View This Webinar

  • Using a Cost-Plus Mindset to Your Advantage

    In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.

    View This Case Study

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide