How to Lead in the Buyer Journey with Next Steps

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.”

Why You Need to Build a Curious Sales Organization

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.

Is a TCO Tool Worth the Risk?

During initial conversations, prospective customers often tell me they’re looking for a TCO (Total Cost of Ownership) calculator or tool. My typical response is to ask what they’re trying to accomplish so we can explore which tool (or tools) will best serve their needs. More often than not, a TCO tool can be helpful, but it may not the best solution.

Top Secrets to Improve Your Product Management

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.

Adding More Value to the Year's Key Selling Trends

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.

Illustrate Business Value to Make the Short List

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.

Proven Tools to Improve Lead Conversion and Quality

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?

When is a Value Calculator More than a Lead Gen Tool?

For years I've been telling people that value calculators are used for marketing and lead generation and ROI tools are used by sales to close deals.

Until now, that is.

The Best Value Selling Blog Posts of 2018

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.

Best Ways to Seal the Deal After a Big Event

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.