SalesLoft recently shared an infographic on the 7 Buyer Personality Types sellers deal with regularly. Combine that with the results from a recent CEB study, which found that “5.4 people are involved in today’s B2B purchase decisions” and odds are you’ll have to be flexible in your approach with each stakeholder. The good news is -- value selling can be adapted to fit each personality type, help you overcome objections and close the deal.
When leaving a trade show, most professionals are focused on one thing and one thing only: Beating a fast path home. But if you’re leaving the show minus the investment of time and money with little to “show” for it, then what was the point of leaving home to begin with?
If you’ve leveraged the value selling guidance we’ve provided thus far, you should arrive home with a virtual box full of qualified leads. Once you're back from the show, you may just want to put your feet up and relax a little. But you can't!
“You're off to Great Places! Today is your day! Your mountain [of qualified leads] is waiting, So...get on your way!” - Dr. Seuss
Today’s the day you get to meet all those wonderfully qualified attendees who made appointments to meet you at the big show and see the results of their assessment. You’re all set up and your team is ready to dazzle, as you await the first of your pre-qualified meetings.
It’s time to really put the value-selling approach to the test, and begin to show them the money. You’re ready to start helping each attendee begin building a business case that closely defines their business obstacles and begins to illustrate how your solution can tackle those problems.
According to the SCi Sales Group, it takes an average of 80 calls to get an opportunity to speak with a C-level executive. Unpacking even more statistics, the group also found that 76% of junior executives rejected the last three sales calls they received; however, only 47% of higher executives did the same.
What does that tell us? The higher you reach, the more likely it is that you’ll actually connect to someone willing to take your call and able to make a decision. And that’s exactly what you want to do -- begin your sales relationship with the most senior accessible contact.
Attending a trade show requires substantial preparation to ensure a successful outcome. As Stephen Covey says, you need to “begin with the end in mind.” In other words, you have to establish your goals for the show before you get there.
Who do you want to target and how many meetings do you want to schedule? What do you want to accomplish at the show? How much revenue do you need to generate to make this investment worth all of the time and dollars you and your extended team will make before, during, and after the show?
What does it mean to be a successful salesperson, whether inside sales or otherwise?
Certainly, the ability to persuade is as important as is the knowledge of the solution for sale. However, the most successful salespeople approach each sale as though it were a battle; not in the negative sense, but in the strategic and tactical sense, from gathering intelligence and building a pathway, to partnership between your company and the customer’s business.
According to a recent study, nearly 50% of sales leaders are shifting from the field to inside sales. This shift, along with shorter sales cycles and easier access to competitor information, makes it more important than ever to ensure your inside sales team is well equipped to hold its ground against the competition with a value message, a value selling approach, and the tools (and reports) to back it up.
When it can cost $25,000 or more to exhibit at a tradeshow plus the time and expense of travel for each individual you send to the show, you need to wring every bit of return possible out of your investment. We are offering a four-part series on planning improvements to your trade show results, designed to help you gain more new customers and reduce the risk inherent in making such a significant investment.
This initial post will provide an overview of the challenges of making a trade show appearance pay off, and show you how to take advantage of multiple opportunities to increase the likelihood of success. Learn the best strategies to increase your customer base so you can turn this substantial expense into meaningful profit.
Selling software solutions isn’t as easy as it once was. Between the economic uncertainty and the increasing sophistication of buyers, you’ll need to work harder to convince companies that your solution is the right one for them.
Another change in the sales arena is new buying habits, often referred to in marketing speak as the “buyer’s journey”. Most if not all buyers perform advance research online, and only begin to speak with a sales representative towards the end of the sales cycle when they are nearly ready to make a decision.
This means that when the time comes, not only must you be able to justify your price, but you also need to be able to show value. You can no longer expect to slide in to win a sale merely with the strength of a flashy presentation and a ready-made proposal.
Let’s just say it: You can’t survive in this hyper-competitive selling environment without the right tools to generate and qualify leads, gather customer data, and prove your product’s value.
But where should those sales tools come from? Should you build your own or invest in a third-party solution?
Let’s compare building a homebrew tool and investing in tools from a vendor who exclusively focuses on Value Selling.
Engaging channel partners can be part of an effective strategy to grow your company, enter new markets, and increase your sales volume.
A good partner can help build your credibility with introductions and referrals to their customers, provide access to new prospects, and expedite and secure their entrance into your sales funnel. A partner distributes your offering to boost sales and decreases your time to market.