This guest post from Leslie Ye, Senior Executive Communications Strategist at HubSpot, contends that not every sale is a good sale. There are times when it’s best to hit the brakes before sealing the deal and assess whether this customer is right for your offering and able to implement it for maximum value.
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.
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.