3 Tips for Turning Educated Buyers into Motivated Buyers

They’ve been to your website to research your product and download free content. They follow you on social media and learn from your posts without commenting. Though they lurk in the shadows, today’s buyers are hard at work educating themselves about every possible solution to their problem.

Value Pricing: 3 Last But Not Least Costly Pitfalls to Avoid

Our series on value pricing wraps up with three pitfalls that can jeopardize future sales, customer satisfaction and of course, your bottom line.

The Right Business Case for the Right Opportunity

When you get right down to it, B2B deals are driven by the buyers’ desire to lower costs or grow sales. Even if they tell you they want to “mitigate risks” or “achieve compliance,” buyers still expect to achieve their desired outcome along with a positive impact to their bottom line.

Value Pricing: 4 Value Based Factors You Need to Know

Previous posts in our series on value pricing have examined its risks, rewards, and mechanics, all with the goal of maximizing earnings for your company. Let’s expand on this foundation with practical tips and methods for considering the impact and likely market response to your pricing decisions.

Why Value Based Selling is Still So Successful

About four years ago, we published a blog post titled Why Value Based Selling is So Successful, written by Jim Heffernan, an associate and business partner. To this day, it is our most popular and most read post.

Value Pricing: The Math behind the Methods

Our series on value pricing continues with a detailed look at how to set prices that benefit both you and your customers. Now that you understand the risks of other pricing models and how value pricing leverages the value your offering creates for customers to maximize earnings for your company, let’s look at one way to actually calculate the optimal price and the data you would need to populate the formula.

Empower Your Business Case with a Spotlight on Sales Growth

The vast majority of buyers evaluate technology solutions based on the criteria of “better, cheaper, faster.” This approach seeks technology that can improve some aspect of their business at a lower cost. While this is important, it’s often incomplete.

Value Pricing: Why Do It?

As we discussed in the first post in this series, Value Pricing: What to Avoid at All Cost, there are many different ways to set the price of your offering, including cost-based, psychological-based, and market-based pricing. Now let’s look at value based pricing and why it is the most effective way to maximize return on investment from your offering.

Are Your Sales and Marketing Tools a GDPR Risk?

Everyone in the software world who hasn’t been living under a rock is (or should be) gearing up for May 25, 2018. That’s when the new EU General Data Protection Regulation (GDPR) reshapes how organizations around the world approach data privacy with citizens in European Union countries.

Tools for the Times: When You Need to Align Sales and Marketing

The ancient Greek philosopher Heraclitus is credited with saying, “There is nothing permanent except change.” This adage is certainly true centuries later, especially with regard to technology and its impact on today’s sales and marketing organizations.