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Popular Posts: Sales Demos, Marketing Quotas, and Value Propositions

Posted by Darrin Fleming on Nov 25, 2014 9:00:00 AM
Darrin Fleming

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It's the week of Thanksgiving, and one thing we're thankful for is our loyal blog readers. Next week we'll be back with fresh content; until then, here are links to our three most popular posts from the past few weeks. Happy holidays! 

Never Lead with a Sales Demo 
When is the right time to show a sales demo? In our view, the answer has something to do with that old quote, “Seek first to understand, then to be understood.” The best opportunities can be found when initial conversations are centered around the prospect’s business problem. Both the salesperson and the prospect need to understand that business problem before they can enter into a mutually beneficial relationship. READ MORE 

Why Marketing Should Be Held Accountable for a Quota 
Not only does a clear-cut number help define success for marketing, it also sends a message to both sales and marketing teams that their respective performances are being measured in a similar fashion -- by financial metrics. READ MORE 

How Sophisticated is Your Value Proposition? 
The sophistication of a value proposition ranges from being stuck on feature selling to one that’s fully developed and helps you win business. To find out if you’re at square one or actually doing pretty well, think about your value proposition in terms of the reference points on the continuum below. READ MORE

[Image via Flickr / Matthew Paulson

Sample the ROI tool from ROI-Selling.com

Topics: Objection Handling, Value Proposition

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