The 3rd edition of the CEX Weekly Update is out!
?? Dr STEVE LABORDA
CEO | Chemical Industry Expert ?? | Author | Focused on Customer Excellence and Profitability through Value Selling and Sales & Marketing Enablement
Welcome to the 3rd edition of the Commercial Excellence (CEX) Weekly Update!
Our newsletter is designed to keep you informed and up-to-date with the most important developments in these areas, so you can stay ahead of the competition and drive success for your organization. You will get a summary of the main posts from valuebizbooster
If you missed the posts of this week, here the last about around commercial excellence, sales, marketing and pricing.
So, whether you're a sales professional, marketer, or pricing strategist, join us each week as we explore the latest trends shaping the world of B2B manufacturing sales and marketing excellence.
I hope you enjoyed so far the editions of the CEX weekly update!
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Are you curious about the latest developments in generative AI? It's a topic on everyone's minds lately, including ours here at our virtual coffee. READ MORE
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Meet Mark, a B2B sales representative who is always hungry for growth and improvement. With almost five years of experience under his belt, he knows that there is always room for development. So, he decides to take his competencies to the next level and enrolls in a training program.
At first, Mark considered a traditional classroom program, but the world had changed, and so had the way people learn. That's when he discovered the wonders of digital learning. READ MORE
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Are salespeople fall back from value-based selling to transactional or relationship selling as soon as the customer makes an objection? READ MORE
Where do you have your biggest challenge?
Just last week, I observed again one of my customers implement value pricing and forget about the implementation part of Value-based Selling in which they leave the sales team running through the battlefield without excellent preparation upfront.
Your sales teams must be capable and prepared to handle all the steps of value selling. The main challenges in Value-based Selling for Sales Reps are typically around value discovery, such as active listening, asking questions, or translating your finding into precise needs and opportunities.
It would be great to hear where do you have your biggest challenge: VOTE HERE
In this week's newsletter, we touched on the themes around artificial intelligence, value selling, and digital sales academy. I hope you found those relevant and helpful for your day-to-day activities.
Are you missing a topic, please feel free to reach out and propose those that you would like to see in the coming weeks.