To effectively sell based on value, you need to first grasp the value your offering creates. That is where Grassroots Strategy comes in. Jeff Bennett and I recently published Grassroots Strategy: Cultivating B2B Growth from the Ground Up to share what we’ve learned about building marketing strategies around customer needs and proper pricing strategies.
Small and medium-sized businesses (SMB) often incur significant energy costs, but lag behind their larger counterparts in adopting energy efficiency (EE) measures. According to the New York State Energy Research and Development Agency (NYSERDA), there are two primary barriers to adoption that solution providers must address.
This guest post from Andrew Quinn, VP at Hubspot, offers practical considerations for building a high-performing sales leadership team by promoting top sales reps. The key takeaway is to remember that not all rock star performers will be terrific sales leaders.
If you are like the vast majority of businesses, you strive to shorten your sales-cycle and accelerate closing the deal. On the other hand, some businesses are blessed with such a smooth sales process that they need to slow things down.
Marketers and sellers need to know how much their offering is worth to customers. This knowledge helps acquire qualified leads and close more deals. Unsurprisingly, buyers want the same information and need to know how much your offering can lower costs and grow revenue.
ROI Selling recently caught up with Mark Stralka, founder and CEO of Mobile Locker, at a marketing event. It was a great opportunity to learn more about Mobile Locker’s cloud-based platform that helps sales and marketing organizations quickly distribute content to the field, and measure its effectiveness with buyers. David Svigel followed up with Mark to discuss his views on the state of sales enablement.
Imagine being a tennis coach and one day, you tell your team you want them to start playing golf. You hand out brand new, top-of-the-line golf clubs, and send them back out to the tennis court to play golf. What do you think will happen?
Delivering the right content to the right audience, and at the right time, is critical to B2B sales success. The impact of unused content not only includes the cost of wasted effort but unrealized sales revenue as well.
Although we have many industrial clients, the adoption of value-based selling still lags far behind other industries such as software, supply chain, telecommunications, and computer and networking hardware. I recently pondered why this might be the case.
My guest appearance on The Sales Conversation Podcast explored How to Lead in the Buyer Journey with Next Steps. I was joined by my business partner, Darrin Fleming, and the host, Bruce Scheer, founder of Sales Conversation. Together, we discussed how sellers can lead and support buyers through the buying process by having defined “next steps.”
