4 Things that Make You Look Bad to Prospects

Today is the day you have your big meeting with a new prospect. You have your slide deck on your tablet, and you are all set, right?

Before you go to your meeting, you need to know about four things that make you look bad to prospects. After all, the last thing you want is to look unprofessional and not very bright. 

How to Make Complex Sales Easier with the Right Selling Tools

Overcoming buyer objections is an essential selling skill that takes time and experience to acquire. This is particularly true for sales teams with a long and complex sales cycle.

There are a few things you need to learn to help you overcome objections and streamline the sales process. 

First, you must find ways to make labor savings, one of the most common promises of new products and services, believable. You must also control the conversation so you can prevent objections in the first place. Last but not least, you must learn the language of the CFO so you can persuade the financial team and upper management that what you are selling is worth allocating the money for now rather than later (or never). 

3 Ways Value Selling Helps Avoid Leaving Money on the Table

If you aren’t selling on value, you are leaving money on the table. The question is, how much?

Let’s go through the three problems with not selling based on value based on value. Each of these events result in lost revenue and profits. Altogether, it can add up to a significant amount of profit lost.

Power Up Your Marketing Automation Platform with Value Selling Tools

Value selling tools such as assessment, ROI, and TCO tools, as well as value calculators, all fit neatly into your marketing and sales efforts. Deploying these tools is like giving your marketing automation platform a bunch of power-ups, leveraging even more of its strength.

Marketo, Pardot, HubSpot, and ActOn are all major players in the marketing automation arena. Other marketing solutions are available, with new products and services introduced every month. 

In each case, you can build value selling tools into the automated marketing and sales workflow, creating a smoother path through the sales cycle.

How Value Selling Tools Fit into Your Sales & Marketing Ecosystem

Sales and marketing have always been spoken about as though they were a single entity, even while each lived in its own little country. Neither knew nor cared what the other was doing when they really should have been working as closely together as the term “marketing and sales.”

If you haven’t noticed yet, the entire business of marketing and sales has changed. There is no room for silos, only for collaboration.

How to Use Assessment Tools Throughout the Sales Process

Because an assessment tool is so engaging, it can be used at every step of the sales process.

Essentially, an assessment tool is a versatile tool that can be designed to evaluate specific situations and guide the prospect through a customized line of inquiry based upon their answers to previous questions. This process helps the prospect have a better understanding of the problem at hand and the type of solution s/he needs.

Here’s how these tools can be leveraged at every step of the sales process.

10 Pieces of the Worst Sales Advice Ever

We all have to start somewhere when we enter the job market. On the way to learning and earning your sales stripes you probably had a good mentor or two. Along the way you may have also heard some of the worst sales advice known to humankind.

Here are ten pieces of the worst sales advice I have ever received.

How to Translate Concepts into Dollars to Close Deals

Selling a product or service ultimately depends on convincing a customer that it will increase revenue or save costs; in other words, that the customer will have more money in the future. You might call this “theoretical money.”

The trick is helping the customer see this “theoretical money” as something substantial and believable that can be used to sell your solution to the other stakeholders inside their company.

ROI vs. TCO: What's Best for Your Business?

Total Cost of Ownership (TCO) and Return On Investment (ROI) seem to be similar methods of proving cost effectiveness, but they perform best in totally different situations.

In fact, if you use a TCO tool at the wrong time in the sales process, you are taking a couple of big risks. Let's take a closer look at ROI vs. TCO and which tool is better for your business.

Do You Need a TCO Tool or a Value Calculator?

Value and total cost of ownership comparisons are important to any B2B sales process. Between them, they attract and justify the selection of your product while building a business case for prospective customers to use when presenting your offering to buying committees and financial approvers.

However, they operate in different ways and at different points in the sales cycle. Each tool has a different goal and addresses different pain points, and each is used by a different primary user to different benefit.