When DIY Solutions Threaten Your Sales Opportunity

We’ve all been there. Your buyers say they want to move forward with your solution, but the deal is stalled because of internal resistance and your sales opportunity is on the line.  

What Tools Do You Need to Enable Value Selling?

Strong sales enablement encourages positive, productive behaviors that help sales reps sell better, and sell more. Typical resources include CRM and marketing automation systems that track activity and progress through the sales cycle. Beyond that, every organization takes a different approach to supporting sales efforts based on the needs of their sales team.

Empower Sales with the Best Value Selling Tools

Purpose-built value selling tools are designed to simplify sales enablement and build trust between your organization and its prospects and customers. The most valuable tools can provide strategic insights into how your customers do business, and help them understand the risk and cost of continuing “business as usual.” Value selling tools can also accelerate the sales process and help you close more business with greater confidence. So why don’t more organizations use them?

How to Protect Your Data and Brand Value from Hacking

Data breaches are among the greatest threats to the value of an organization’s brand, especially when they expose customer and prospect data. This inevitably creates a negative public perception and damages an organization’s reputation. These increasingly common occurrences have affected industries from healthcare and public utilities to retail establishments, restaurants, and digital service providers.

Expand Your Business Case to Increase Success

A solid business case is essential for conveying the value of your solution through its obvious and more subtle advantages. When properly prepared, a business case informs and challenges customers to consider new perspectives, and gives you an opportunity to seal the deal with speed and confidence.

Why Homegrown Tools Fail to Balance Timeliness, Effectiveness and Cost

When it comes to deploying value selling tools that successfully increase sales, there are three metrics that must be addressed: timeliness, effectiveness, and cost. Any project manager knows that when it comes to timeliness, effectiveness, and cost, you can only control two of the three.

5 Steps for Adding Value to the Buying Process

Buyers go through a natural process when deciding to invest in a technology solution. The most successful sales approaches guide customers through that process quickly, confidently, and collaboratively.

Building the Business Case for Upselling and Cross-Selling

Upselling and cross-selling are strategic sales processes that can increase revenue and market penetration. Once a prospect or customer is “sold” on your product, you have a unique opportunity to provide additional value with enhanced and complementary products, if you fully understand your B2B customers’ needs. Building a solid business case for these opportunities is just as critical as it was for the initial sale.

Build or Buy? 4 Strategies for Developing Powerful Value Selling Tools

Value selling tools are an essential part of the B2B sales process. When built properly and used consistently, they can strengthen your sales message, improve the credibility of your sales reps (and by extension, your organization). Additionally, they can help close more sales in less time. Some consultants dispute their potential because homegrown and generic tools typically struggle to meet expectations.

7 Surefire Ways to Fail at B2B Marketing

Much is written these days about the changing nature of B2B marketing. The internet and marketing automation are changing how companies engage customers. Social media is playing a prominent role in shaping customer choices and influencing new trends. Some call these changes “consumerization” of B2B marketing, a potentially game-changing environment for some B2B marketers.