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. 

How to Manage Consensus Buying Decisions

No longer can a single executive make buying decisions on behalf of the entire company. According to a survey by CEBGlobal, the average number of people required to make a B2B purchase has risen to 5.4.  

As a seller, you need to convince more than five people, all with different agendas and priorities, that your solution is the one to buy. You also need to keep in mind that each of those 5.4 people can have veto power over organizational purchases. 

Consensus is not built easily; it typically requires someone to bring the factions together, a facilitator, if you will. That facilitator must be you, the sales executive. 

3 Things Sales Teams Must Do to Increase Sales Performance

It’s more important than ever to ensure your salespeople have the tools and training needed to focus on selling value over features. Today's customers are better informed because the buyer education process has changed. Buyers have more information at their disposal, and you aren't in control of everything published about your company and solution.

Customers are overwhelmed with choices, and the sales playing field is more complex. You need to help buyers understand the magnitude of their problems and how your specific solution fits their unique needs. 

Are Your Sales & Marketing Tools Secure against a Data Breach?

Data breaches have become one of the biggest threats to the health of a business. Recent data breaches in which thousands of records containing personal and financial customer data have headlined with news organizations across the United States and around the world.

Here’s how such breaches can impact a business and how you can protect yours against cyber attacks.

How Value Selling Tools Strengthen Sales Techniques

How many sales techniques and methods have you trained in, read about, or considered for your sales team? There are lots of them out there, each purporting to help you get in there and lock down that sale.

Recently, I ran across a review of well-known sales methodologies for closing complex sales by David Peralta, the content marketing manager at iSEEit. He talks about several methods into which I believe value selling tools would neatly fit.

Read on for an overview of six sales methods from Mr. Peralta’s guide and how value selling tools and calculators can enhance these practices. 

How to Use Value Selling Tools to Win Over the Data Driven Buyer

The data driven buyer is the one who makes decisions based on concrete metrics and financial arguments rather than something that seems fuzzy, like an improved user interface or a list of features. This buyer wants to have a firm basis from which to choose the solution with the best value expressed in dollar signs or productivity numbers. 

When it comes to winning over this type of buyer, assessment tools, Value Calculators, and ROI Tools contribute the information he or she craves. In turn, these tools provide your sales representatives with the data they need to clinch the sale.

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. 

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.