Value Based Selling vs ROI Selling
Get a bunch of sales professionals in a room and you might hear a plethora of sales philosophies as you walk by. Some recommend this guru, others swear by that book, and still, more wouldn’t head out on the road without the curriculum by so-and-so. When a salesperson finds a routine or method that works,…
Finding the Ideal Sales Tools for Your Organization
These days there’s a tool for everything. The question becomes, how do you determine which tools are the ones you should be paying attention to? Should you be using internally facing tools to automate your sales processes, or customer-facing tools to help close deals faster? The trick is finding the right balance. Sales reps in…
3 Ways You’re Misusing Your ROI Calculator
ROI calculators are nothing new to sales teams. ROI is a long-standing business metric and one at the forefront of buyers’ minds. Sales teams know that tapping into this proactively and approaching buyers with an ROI-based selling technique is an important way to advance customers through the funnel while demonstrating the value of their product….
How To Build An Effective Sales Enablement Strategy?
Sales is a collaborative effort. Your old tactics no longer work. It’s too easy for prospective buyers to do a google search, download content, and make a purchase without ever speaking to a sales rep. To get your reps into the conversation, they need to show that they offer more than what’s readily available. Buyers…
25 Sales Training Statistics You Can’t Ignore in 2024
The B2B sales landscape has experienced drastic changes over the last decade; an increase in readily-available content, a migration to mobile-friendly interactions, and the elevated expectations of buyers have all contributed to new challenges for sales professionals. It’s not enough to simply know what you’re selling, you need to be an expert in the field…
3 Ways to Avoid Sales Cycle Stalls in the Last Mile
The difference between a passable salesperson who simply meets their quotas and an outstanding salesperson who blows past their quotas is in the way they close deals. In the marathon of complex sales, there is no way to avoid the last mile. This part of the sales cycle requires diligence, precision, and persistence. But sometimes,…
ROI Justification in Procurement: Necessity or Hurdle?
Everyone has heard a great story about a big deal getting executed on the golf course. Personal connection and rapport have always been important to every substantial transaction. Even today, in an increasingly virtual world, buyers often request on-site visits from vendors to ensure that they are comfortable with the team who will be providing…
The Hidden Dimension of Effective Lead Scoring
The myriad marketing automation companies operating today are doing a great job answering half of the lead scoring question: How “engaged” is the prospect? However, they are generally not addressing the other half, which is arguably even more important: Is the prospect a good fit? Certain sales vice presidents state emphatically that lead scores don’t…
7 Ways to Conquer the “No Decision” Sales Challenge
An increasing number of Sales VPs are complaining about deals lost to “no decision,” as it has become increasingly difficult for buyers to find budget, given more stringent business case requirements. Try the following ideas below to minimize your team’s losses to the “no-decision dragon.” Calculate the annual benefit of the solution you are selling,…
CRM’s Collaboration Conundrum
CRM has gained significant attention and adoption Among businesses eager to enhance their processes for building and maintaining customer relationships, thanks to industry visionaries such as Salesforce, Oracle and Microsoft. The central features of CRM include keeping track of customers’ information and determining their readiness to buy; however, there’s a major element of effective sales…