Have you had a chance to read the new ebook written by Gerhard Gschwandtner, founder and CEO of Selling Power -- 5 Trends That Will Impact Your Sales Team in 2019? It does a great job of highlighting how B2B sales and marketing leaders can develop strategies that align with these trends.
In the world of B2B sales, it’s rare to uncover a new opportunity at a trade show and then actually close the deal at the same show. In reality, all the hours and dollars invested in the show won’t pay off unless opportunities that otherwise would not be discovered are either closed at the show or more likely, closed with diligent follow-up after the show. This makes it especially important to have a winning approach to post-show follow up.
Promotional items given away at trade shows are often discarded by attendees before they even get home. Instead of handing out just another promotional item, consider how you can you can really give your prospect something of value to take back to the office that they won’t even have to carry.
Exhibiting at a trade show is a big investment and the only authentic way to significantly improve your ROI is to close more deals.
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.
Every sales team is under pressure to meet quotas, keep up with product and market changes, and use multiple technologies to speed the sales process and improve results. Although there’s no magic combination of tools and sales techniques, there’s one attribute that can catapult your sales reps from autopilot to quota-busting performance. That attribute is “agile learning.”
I’ve been reading the now-classic business book, “The Challenger Sale: Taking Control of the Customer Conversation" by Matthew Dixon and Brent Adamson. As I continue to read, it’s becoming increasingly clear to me that value selling can help every sales rep perform like a Challenger by helping them adopt the complementary attributes that make up the profile of this likely sales leader.
We’ve all been there. Your buyers say they want to move forward with your solution, but the deal is stalled because of internal resistance and your sales opportunity is on the line.
Purpose-built value selling tools are designed to simplify sales enablement and build trust between your organization and its prospects and customers. The most valuable tools can provide strategic insights into how your customers do business, and help them understand the risk and cost of continuing “business as usual.” Value selling tools can also accelerate the sales process and help you close more business with greater confidence. So why don’t more organizations use them?
Today’s buyers drive the sales process by contacting select vendors only after they conduct their own research. Vendors who want to be in the running must increase both visibility and credibility early on. Many vendors use inbound marketing to proactively raise brand awareness and capture buyers’ attention. Those most successful, incorporate value selling principles into targeted marketing campaigns that are supported by accurate and compelling data.
