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. 

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.

How a Portfolio Tool Fuels Account Based Sales & Marketing

If you are a value seller with more than one product or service to offer your prospects, you are calculating an ROI for each offering as a stand-alone. What if you were able to aggregate the ROI calculations into a package that shows the total impact of your products on the prospect’s business?

How to Sell to B2B Decision Makers

B2B sales typically have long marketing and sales cycles due to the nature of the offering. Today’s buyers will put off talking to a sales representative as long as possible before finally committing to a first meeting.

You need to prepare for that first meeting before a potential customer ever asks for one. That meeting is unlikely to include the final decision makers but use it to lay the groundwork for the sale as though it did.

4 Things that Make You Look Bad to Prospects

Today is the day you have your big meeting with a new prospect. You have your slide deck on your tablet, and you are all set, right?

Before you go to your meeting, you need to know about four things that make you look bad to prospects. After all, the last thing you want is to look unprofessional and not very bright. 

How Value Selling Tools Fit into Your Sales & Marketing Ecosystem

Sales and marketing have always been spoken about as though they were a single entity, even while each lived in its own little country. Neither knew nor cared what the other was doing when they really should have been working as closely together as the term “marketing and sales.”

If you haven’t noticed yet, the entire business of marketing and sales has changed. There is no room for silos, only for collaboration.