Building a Business Case: 4 Types of Buyers You Need to Know

Before you can build a successful business case, you need to know your audience. The first thing you need to know is that each individual has a different agenda and different concerns. Everything is experienced based on his or her level in the company hierarchy.

Moving from the lowest on the totem pole to the executive suite, here are four buyer personalities who respond to specific segments of information. 

Why Customer Learning is the Key to Sales Success

I don’t know how many times this has been said in the past, but it’s worth saying again: Buyers will go through the first half or more of their journey without you.

According to the latest research from Forrester, 67% of a buyer’s learning is made before engaging with a member of your sales team. 

What does that mean? That you can’t wait until the customer has asked for a visit from a sales representative to start selling. You need to act before that and in a way that will bring value by teaching something the buyer didn’t know before. 

Why Interactive Content Produces More Leads and Conversions

Content marketing is almost a victim of its own success. Static content abounds on the web, adding to the fire hose of information prospective customers sift through daily.

Even if they look for information on a specific topic, searchers are likely to find site after site filled with textual information.

There’s nothing wrong with that, except it’s getting harder and harder to stand out in this crowded field.

How ROI Selling Fits the Challenger Sale Like a Glove

The ChallengerTM Sale methodology provides an overall framework for complex sales, providing not only a definition of a Challenger but a complete approach to address each step of the sales cycle.

ROI selling tools fit smoothly into the Challenger Sale, providing information a Challenger can use in each step of the process. This aids in discovery, information acquisition, tailoring selling points, and showing value over price. 

How to Effectively Differentiate Yourself from the Competition

What is it about your offering that makes it stand out from the pack? What do you bring to the table that makes your product or service of unique value to your buyer?

It’s your differentiator.

Differentiation of your product from everyone else’s is the gateway to getting your product or service noticed and remembered. Your differentiator is the unmatched aspect of your solution that delivers value to buyers. 

How to Identify the Buyer's Alternative Options

One aspect of successful sales, B2B or otherwise, is anticipating your prospective buyer's alternatives so you can have strategies in place to rebut any objections and differentiate yourself. But how do you learn what questions are going through the minds of your buyers? By determining how they evaluate their alternatives.

How to Use a Value Proposition to Achieve Business Growth

Whenever I hear someone talk about finding his or her unique selling point, the hair on the back of my neck stands on end. If you are in complex B2B selling, you should not waste your time looking for a unique selling point.

Instead, you need to know your value proposition, which includes all the unique things you do.

As you build your approach to a particular potential buyer, you will use the unique thing you do that appeals to that particular buyer to build your value proposition. For another buyer, a different unique offering may be more suitable; you would then build your value proposition for this new buyer with a different unique offering. 

4 Steps to Help Fill Your Value Selling Toolbox

Buyers tend to take the same journey every time they make a high-commitment purchase. They realize there is a problem and begin researching potential solutions. Unfortunately, they are not always methodical in their search. 

As a value-seller, there are tools you can use to help steer them in the right direction. Even though today's buyers have gone further into the sales cycle before contacting you, some of these tools are meant to help prospective customers before they signal their readiness for a sales contact. 

Other tools help your sales representatives build a convincing business case to take to the financial decision makers. Whatever the situation, here are four steps to help you fill your value selling toolbox.

Top 7 ROI Selling Tips of 2016

We’ve shared a lot of great advice this year, and in case you missed it, we wanted to present you with the highlights.

Here are our top seven ROI selling tips of 2016 and how to apply them to your own business.

9 Winning Reasons to Use a TCO Tool

Just when you think you have clinched the sale, the buyer springs a competitor on you, or someone inside the buyer’s company is suddenly suggesting an alternative method.

Either way, you need to prove your solution is the better buy, worth more in value and benefits than the unwelcome newcomer. Nothing does this better than showing the finance people how the total cost of ownership outshines that of the interloper. 

Check out these nine amazing benefits of a TCO tool that can help take you the final distance to win the deal.