How to Get Past the Middle Manager to the Real Decision Maker

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.

4 Tips for Scheduling Outstanding Trade Show Meetings

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?

How Inside Sales Teams Can Leverage Value Selling

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.

How to Maximize Your Trade Show ROI with Value Selling

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.

How to Streamline Software Sales with ROI Selling Tools

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. 

13 Things to Consider When Investing in Sales Tools

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.

How to Work with Channel Partners to Turn Up Sales Volume

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. 

How to Make Value Selling Work for a New Product or Category

If your company recently launched a new product or service, or is competing in a new category, you may be wondering how to convince prospects to consider your solution.

You haven’t had the opportunity to build up much evidence yet; you lack testimonials, and don’t have the data to show potential buyers how your solution can save money, build revenue, or help solve a problem.

The underlying challenge is that buyers don’t know how or why to buy your solution. Since it’s new, it’s different. Buyers are unsure where to start, especially if the value your solution delivers falls outside of traditional metrics and thinking

Do You Know Anyone with Narcissistic Sales Behavior?

People like, no make that love to talk about themselves. If they do all the talking, they think they’ve had a great conversation. 

Did you ever walk away feeling you really connected with someone, and then realized you didn’t really know anything about the person you just talked to for 30 minutes or more?

It’s like a blind date gone bad, but it happens all the time in sales. Salespeople want to sell and, to many, selling means telling. The show up and throw up method doesn’t project well on a blind date any better than it does in an early sales interaction.

Why is a Business Case Better than a Demo?

What is a sure way to lose a sale? Give a demo before you know what the prospect needs.

We get it. Demos are easy. Demos are sexy. But did you notice that demo is a four letter word? Like many four letter words, you need to know when to use it for greatest effect. 

Demos aren’t effective sales drivers when they’re deployed at the wrong place in the sales cycle. That’s because before you demonstrate your product or service, you must fully understand the business problem your prospect needs to solve.