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Categories:All blog posts

Value Realization: A Strategic Discipline Across the Customer Lifecycle

The era of value selling is over. The need to prove ROI has already turned what used to be known as “value selling” into a data-driven, cross-functional discipline that now involves stakeholders beyond traditional value engineering teams — value realization. Buyers think beyond the promise. They care whether that promise has been fulfilled. Every vendor

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Categories:All blog posts | SAP

Integrated vs. Purpose-Built Applications: What’s the Real Difference?

One of the most common questions I get is, what is the difference between an integrated application and one that’s purpose-built to work within the fabric of another platform, like a CRM, ERP or other sales operating system?  While both approaches aim to connect systems and streamline workflows, the depth of connection, user experience, and

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Breaking Down the Value Enablement Lifecycle

Remember when a strong sales pitch and competitive pricing were enough to win deals? Today’s buyers are demanding something different. They’re more informed, more selective, and have higher expectations than ever before. They’re not just looking for products or services — they’re seeking proven, quantifiable value at every stage of their journey. This shift has fundamentally

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Categories:All blog posts

CPG Sales Data You’re Ignoring—and How It’s Costing You Millions

This post in a nutshell:➖ CPG companies have more sales data points they can manage and understand➖ Overlooking CPG sales data points like Sales Volume, Store-Level Performance Variations, Customer Acquisition Cost (CAC), Customer Lifetime Value (CLV) is costing millions.➖ Getting ahead hinges on the ability to translate swaths of data into insights that drive action

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Sales Enablement Transformation at Moen: A Success Blueprint

Buyers spend less than 10% of their time interacting with suppliers. Let that sink in. This makes it essential for organizations to engage smartly, adding pressure on sales teams. Sales enablement solutions came into play to equip sellers with the resources and content they need to grab buyers’ attention and interact with them meaningfully. However,

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Demystifying AI: The What, Why, and How of Artificial Intelligence

Artificial Intelligence (AI) isn’t just a trend for tech giants; it’s a powerful tool that has been quietly driving growth and innovation for decades. Recently, there’s been a surge in media coverage around AI, much of it focused on Generative AI (GenAI) — a type of AI that can create new content, like text, images,

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