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.
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.
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.”
I had a fascinating conversation with Alex Berg about increasing revenue by building a more curious sales organization. As founder and Chief Curiosity Officer at CQ Selling, Alex shared his insights about harnessing the power of curiosity to strengthen rapport and propose solutions that deliver the most value.
The most important path to effective product management and marketing is a deep understanding of your customers’ needs and alternatives. A successful growth strategy differentiates your product from the competition's and delivers a persuasive value proposition.
Potential customers are more self-reliant and in control of the selling process -- thanks to the digitization of the buyer’s journey. With widespread access to vendor websites, industry publications, research analyst reports and online forums, buyers have increasingly less need to communicate with vendors at the beginning of their journey.
Why is it so difficult to accurately identify the average B2B lead conversion rate? One significant reason is that what constitutes a “lead” is subjective and variable. For example, is a lead the contact details from someone who downloaded a white paper? Or is it those contact details plus criteria like company size or job title that provide access to a higher value asset?
As 2018 comes to a close, it’s natural to reflect on the content and themes that have shaped this blog over the past twelve months. Subscribers were joined by new readers to expand our active community of sales and marketing leaders, as we continue to explore the ever-changing contours of the B2B landscape.
My guest appearance on The Sales Conversation Podcast explored How to Sell Complex Solutions to Multiple Buyers using value selling. I shared practical strategies and tactics to advance your value selling approach with host, Bruce Scheer, founder of Sales Conversation, and together, we took a meaningful look at how to improve sales performance with value selling.
