Everyone in the software world who hasn’t been living under a rock is (or should be) gearing up for May 25, 2018. That’s when the new EU General Data Protection Regulation (GDPR) reshapes how organizations around the world approach data privacy with citizens in European Union countries.
Darrin Fleming
Recent Posts
What’s your strategy for determining the optimal price for your B2B offering? If you check Wikipedia, the obvious source of all that’s true in the known universe, you’ll find 26 different pricing models or strategies. In this first of a new blog series focused on value pricing, let’s take a closer look and see how you can set prices that benefit both you and your customers.
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.
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.