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How are you helping your buyers make confident buying decisions?

The concept of the buyer’s journey seems to have lost some of its appeal. Some B2B pundits now contend that the journey is a convoluted route with many twists, turns and dead-ends instead of a neat, linear process. How can sellers nurture sales if they’re not sure where buyers are in their process?

How to Master the Latest Global Privacy and Security Changes with Ease

Most security standards require a “regular review” of policies, which many companies do with an annual cadence. What could be more ho-hum and boring? But US and international regulations have changed over the last year, and that pace of change is likely to continue for at least a couple of years.

Success in B2B Sales: Help Your Customers Make More Money

Has your organization built its marketing and sales programs around selling your product? Well, here’s a news flash. B2B customers don’t buy features and functions; they buy solutions to their problems. So not only should you be selling your solution, you should also be “selling money.”

8 Insider Tips to Define Your Offering's Value

When meeting with C-level executives or a VP of Sales or Operations, I am often asked how and when to introduce selling value to their sales team. They all believe in the importance of creating a value-based sales strategy, but they struggle with its implementation.

Now is the Best Time to Rebuild Your Marketing Foundation

I recently read a couple of articles about marketing during a downturn. Both urged businesses to resist the natural temptation to cut marketing during this, or any, crisis. They got me thinking about what marketing should be doing to prepare the business for the eventuality that things recover.

2 Proven Approaches to Effectively Discuss Money with Buyers

Few people like to talk about money during the sales process. Eventually, though, buyers will ask, “How much does it cost?” If the price is more than nominal, they probably need budget approval. How well can your sales team shift the conversation from finding and solving customer problems to money?

3 Simple Value Selling Tips to Increase Sales Growth

When selling to well-informed buyers, your sales team needs to skip the “features and functions” pitch and get straight to the point: the value your solution delivers relative to the problems it solves. Do they have the right tools and training? Do they understand what’s most important to buyers?

3 Fundamentals to Build a Successful Value Selling Program

I am always happy to provide value-selling training, but I hesitate when the organization hasn’t already invested in value selling tools or integrated value selling into its overall sales process. Why? Because in my experience, three critical components must be present to ensure a successful value-selling initiative: people, process, and technology.

Five Surefire Ways to Delay the Sale

If you are like the vast majority of businesses, you strive to shorten your sales-cycle and accelerate closing the deal. On the other hand, some businesses are blessed with such a smooth sales process that they need to slow things down.

Use Value Selling to Get a Seat on the Same Side of the Table

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.