Amplify Managed Services Value in Dollars and Sense

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.

3 Avenues to a Persuasive Value Proposition

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. 

Adapting Value Selling to Distinctive Buyer Personalities

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.

The Best Way to Close the Sale After the Big Trade Show

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!

3 Methods to Improve Engagement at a Trade Show

“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. 

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 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 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