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How Inside Sales Teams Can Leverage Value Selling

What does it mean to be a successful salesperson, whether inside sales or otherwise?

Certainly, the ability to persuade is as important as is the knowledge of the solution for sale. However, the most successful salespeople approach each sale as though it were a battle; not in the negative sense, but in the strategic and tactical sense, from gathering intelligence and building a pathway, to partnership between your company and the customer’s business.

According to a recent study, nearly 50% of sales leaders are shifting from the field to inside sales. This shift, along with shorter sales cycles and easier access to competitor information, makes it more important than ever to ensure your inside sales team is well equipped to hold its ground against the competition with a value message, a value selling approach, and the tools (and reports) to back it up.

How to Streamline Software Sales with ROI Selling Tools

Selling software solutions isn’t as easy as it once was. Between the economic uncertainty and the increasing sophistication of buyers, you’ll need to work harder to convince companies that your solution is the right one for them. 

Another change in the sales arena is new buying habits, often referred to in marketing speak as the “buyer’s journey”. Most if not all buyers perform advance research online, and only begin to speak with a sales representative towards the end of the sales cycle when they are nearly ready to make a decision. 

This means that when the time comes, not only must you be able to justify your price, but you also need to be able to show value. You can no longer expect to slide in to win a sale merely with the strength of a flashy presentation and a ready-made proposal. 

13 Things to Consider When Investing in Sales Tools

Let’s just say it: You can’t survive in this hyper-competitive selling environment without the right tools to generate and qualify leads, gather customer data, and prove your product’s value.

But where should those sales tools come from? Should you build your own or invest in a third-party solution?

Let’s compare building a homebrew tool and investing in tools from a vendor who exclusively focuses on Value Selling.

How to Make Value Selling Work for a New Product or Category

If your company recently launched a new product or service, or is competing in a new category, you may be wondering how to convince prospects to consider your solution.

You haven’t had the opportunity to build up much evidence yet; you lack testimonials, and don’t have the data to show potential buyers how your solution can save money, build revenue, or help solve a problem.

The underlying challenge is that buyers don’t know how or why to buy your solution. Since it’s new, it’s different. Buyers are unsure where to start, especially if the value your solution delivers falls outside of traditional metrics and thinking

How Value Selling Tools Strengthen Sales Techniques

How many sales techniques and methods have you trained in, read about, or considered for your sales team? There are lots of them out there, each purporting to help you get in there and lock down that sale.

Recently, I ran across a review of well-known sales methodologies for closing complex sales by David Peralta, the content marketing manager at iSEEit. He talks about several methods into which I believe value selling tools would neatly fit.

Read on for an overview of six sales methods from Peralta’s guide and how value selling tools and calculators can enhance these practices. 

How to Use Value Selling Tools to Win Over the Data Driven Buyer

The data driven buyer is the one who makes decisions based on concrete metrics and financial arguments rather than something that seems fuzzy, like an improved user interface or a list of features. This buyer wants to have a firm basis from which to choose the solution with the best value expressed in dollar signs or productivity numbers. 

When it comes to winning over this type of buyer, assessment tools, Value Calculators, and ROI Tools contribute the information he or she craves. In turn, these tools provide your sales representatives with the data they need to clinch the sale.

How Data Driven Content Accelerates Sales Growth

Buyers make data-driven decisions. That’s why the vendor that can present a convincing business case showing the value of making a change has the advantage.

At every stage of the sales funnel, your company and sales representatives will need to convince a different group of people with different agendas. That’s where data driven content comes in.

5 Great Things All Marketing Leaders Do

Marketing leaders have an array of methods and techniques available to them, just as all marketers do. What makes them leaders is their ability to make a customer notice and purchase a particular product or service, especially when there are other purveyors of a similar offering. 

Here are five great things all marketing leaders do that put their companies at the front of the crowd. 

Why Interactive Content Produces More Leads and Conversions

Content marketing is almost a victim of its own success. Static content abounds on the web, adding to the fire hose of information prospective customers sift through daily.

Even if they look for information on a specific topic, searchers are likely to find site after site filled with textual information.

There’s nothing wrong with that, except it’s getting harder and harder to stand out in this crowded field.

4 Steps to Help Fill Your Value Selling Toolbox

Buyers tend to take the same journey every time they make a high-commitment purchase. They realize there is a problem and begin researching potential solutions. Unfortunately, they are not always methodical in their search. 

As a value-seller, there are tools you can use to help steer them in the right direction. Even though today's buyers have gone further into the sales cycle before contacting you, some of these tools are meant to help prospective customers before they signal their readiness for a sales contact. 

Other tools help your sales representatives build a convincing business case to take to the financial decision makers. Whatever the situation, here are four steps to help you fill your value selling toolbox.

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