There are not enough words to express the loss and sadness we feel over the death of our dear friend and colleague, Jake Berryhill. The news of his passing changed each of our lives and the hole his death leaves in our hearts is insurmountable. As we reflect on the precious time that we were … Read more

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 having a conversation with a very good salesperson. We were speaking about … Read more

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. —- Creating value with our customers has never been more important than it is now. Our … Read more

By Peter O’Neill, Independent B2B Marketing Analyst This new decade will see a dramatic increase in the deployment of Customer Success programs. Success – not Service – meaning businesses being proactive about their customers’ projects, as opposed to being merely reactive to customers with problems, like submitting support tickets, sending emails, or complaining on social … Read more

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

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

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

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

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

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