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.
Today’s buyers drive the sales process by contacting select vendors only after they conduct their own research. Vendors who want to be in the running must increase both visibility and credibility early on. Many vendors use inbound marketing to proactively raise brand awareness and capture buyers’ attention. Those most successful, incorporate value selling principles into targeted marketing campaigns that are supported by accurate and compelling data.
Managed services is today’s second most popular business model. Yet despite that popularity, it can still be challenging to market these services in ways that demonstrate the strategic value and benefits to drive business growth. This post addresses how managed services is perceived and valued by different IT buyers, and offers insights into overcoming objections and successfully changing limiting mindsets.
A compelling value proposition is critical to sales success. It can, without a doubt, make or “brake” a sale and is often the root cause when new products or solutions fail to reach their destination. Without a clear value map or an understanding of “what’s in it for them,” prospects have little reason to invest in your offering.
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.