HeyJaredElevate Sales Hub
Refining sales for the modern era through research-backed practice.
- Indexed issues, last 90 days
- 7
- Latest publication
- Sep 11, 2026
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- Earliest in this view
- Jul 8, 2026
Latest issues
Creating Value Isn’t Enough (opens the original)
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Finding Value in Creative Places (opens the original)
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If you’ve been following along in this series on selling value, welcome back!So far, we’ve spent a lot of time getting clearer about what value actually means. That matters because “selling value” is one of those phrases sales organizations use constantly, yet somehow manage to mean very different things by it.We’ve also worked our way from understanding the customer at a high level through firmographics to becoming versed in the customer’s business model, each buying influence’s role and object
Selling Value is like Getting in Shape (opens the original)
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When we left off last time in our Value Series, we arrived at a simple definition of value that offers considerable potential for us as sellers. But the problem is that we’re not capturing that potential for a host of reasons. As a result, we end up fighting a battle with our customers because they’re not willing to pay for the value we think we are offering them. It’s really hard to protect your price when you lose half of your value in the selling conversation. <a class="
[Revisit] Research Rundown: The Psychology of Salesperson Pay (opens the original)
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I’m taking a summer hiatus for a couple weeks so I’ll revisit a few posts that will probably be new to many subscribers. Hope you’re having a great summer!Sales compensation plans are supposed to motivate performance. But too often, they confuse, frustrate, or misdirect it.The issue isn’t just the numbers but the assumptions behind them. For example, we often treat comp plans like an effort button. Simply push, and everyone will produce more. But research shows that comp plans have much broader
[Revisit] Research Rundown: Academic Sales Research (opens the original)
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I’m taking a summer hiatus for a couple weeks so I’ll revisit a few posts that will probably be new to many subscribers. Hope you’re having a great summer!A few weeks ago, I asked a group of sales leaders, “There are lots of sales professors like me publishing research. Have you ever checked out any research articles?”One of them was surprised by my question and asked, “Wait, there’s actual research on salespeople? I thought you meant whitepapers that come from vendor marketing.”Another added, “
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