Transition your product training into value training. This will help you close more business and change the conversation dynamic you are having with your...

There’s one thing I’ve noticed with organizations and people who are really good at bringing new business: they are good at operationalizing value.

If you can align your customer service to the buying process, you'll reap the rewards.

There are important lessons from selling to consumers that you need to be using in your B2B sales.

Pitches that start with pointing out a prospect's problems will always get a defensive response. Here's what to do instead.

Too many sellers are armed with weak, generic value statements. Use this test to see if yours' are up to the task!

Everyone nods when we talk about selling value. But it takes work that many aren't willing to do.

Confidence isn't necessarily innate - here's how to develop it for sales success in three easy steps.

The last thing you want to do is have your prospect compare apples-to-apples. Here's how to position yourself as apples-to-oranges.