DecisionLink Blog

Value Heroics: Bob Caravella – From Hero in a Major Deal to Hero to the Organization

By DecisionLink | Aug 12, 2020 | 0 Comments

Value Hero: Bob Caravella One day in May 2005, I received an urgent phone call from a Mercury Regional Sales VP asking that I fly to Dallas for a meeting the next day with the Southwestern Bell Corporation (SBC) Senior VP Operations named Rick Felts. Apparently, a deal estimated at ~$10M, which had been on … Read more

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Value Heroics: Kyle Vanderzanden and Tim Franklin – Value Heroes Who Proved that Leaning In to Transformation Pays Dividends

By DecisionLink | Aug 4, 2020 | 0 Comments

Value Heroes: Kyle Vanderzanden and Tim Franklin Nominated by: Josh Lankford Ten days after first being introduced to a new process and capability for discussing value with their customers, Tim and Kyle leaned into their new processes and tools and used the approach to reshape their engagement at a very significant prospect. As a result … Read more

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Value Heroics: Laurie Schrager – A Hero Who Knows That Transforming with Value Can Move Mountains

By DecisionLink | Jul 27, 2020 | 0 Comments

Value Hero: Laurie Schrager, VP, Global Revenue Operations, Enablement & Education, Tealium At Tealium, we are in the middle of implementing a new enterprise-wide program that we’ve branded as the ‘Value Standard’. The program consists of training for the team in Value Selling and Value Engineering, creating new slide decks centered around the value that … Read more

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Your Competition Isn’t Who You Think It Is – A Guest Blog with David Brock

By DecisionLink | Jul 22, 2020 | 0 Comments

By David Brock David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE, and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here. —— I was involved in a discussion with a team on a very large opportunity. … Read more

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In the World of SaaS, ROI must become an Ongoing Calculation

By DecisionLink | Jul 14, 2020 | 0 Comments

Peter O’Neill, Independent B2B Marketing Analyst The concept of Software-as-a-Service (SaaS) has transformed the software industry. On the demand side, clients enjoy the new consumption model, with generally lower entry points, continual support in some cases, and a less capex-intensive approach overall. And the software/SaaS providers have learned that business success and profitable growth depends … Read more

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Value Heroics: Swapnil Saurav – A Value Hero Mentor to Many

By DecisionLink | Jul 8, 2020 | 0 Comments

Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing Value Hero stories on our blog of the leading influencers in value management, which were submitted by the value heroes themselves or by the sales professionals that they have supported. Our … Read more

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Value Heroics: Andrew Rustemeyer – A Value Hero who Leans in When Faced with Roadblocks

By DecisionLink | Jul 6, 2020 | 0 Comments

Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing Value Hero stories on our blog of the leading influencers in value management, which were submitted by the value heroes themselves or by the sales professionals that they have supported. Our … Read more

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Understanding the Numbers – A Guest Blog with David Brock

By DecisionLink | Jun 26, 2020 | 0 Comments

By David Brock David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE, and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here. When we talk about business, we quickly get to talking about the numbers–revenue, profit, EBITDA, … Read more

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Value Heroics: Donna Borden – A Value Hero Who Understands that Value is Just as Important as the Tech

By DecisionLink | Jun 22, 2020 | 0 Comments

Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing Value Hero stories on our blog of the leading influencers in value management, which were submitted by the value heroes themselves or by the sales professionals that they have supported. Our … Read more

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Value Heroics: Marvin Heery, Alton Dinsmore & John Poparad – Heroics Happen on Both Sides of a Sale

By DecisionLink | Jun 18, 2020 | 0 Comments

Throughout the summer, DecisionLink is honoring the Value Heroes of organizations as a part of “Value Heroes: A Summer of Recognition.” We are sharing Value Hero stories on our blog of the leading influencers in value management, which were submitted by the value heroes themselves or by the sales professionals that they have supported. Our … Read more

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