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.
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.
Imagine being a tennis coach and one day, you tell your team you want them to start playing golf. You hand out brand new, top-of-the-line golf clubs, and send them back out to the tennis court to play golf. What do you think will happen?
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.”
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.
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.
My guest appearance on The Sales Conversation Podcast explored How to Sell Complex Solutions to Multiple Buyers using value selling. I shared practical strategies and tactics to advance your value selling approach with host, Bruce Scheer, founder of Sales Conversation, and together, we took a meaningful look at how to improve sales performance with value selling.
The vast majority of buyers evaluate technology solutions based on the criteria of “better, cheaper, faster.” This approach seeks technology that can improve some aspect of their business at a lower cost. While this is important, it’s often incomplete.
The ancient Greek philosopher Heraclitus is credited with saying, “There is nothing permanent except change.” This adage is certainly true centuries later, especially with regard to technology and its impact on today’s sales and marketing organizations.
I recently spoke with Mike Serulneck, an accomplished value engineer who has successfully developed and managed business value engineering and sales proposal teams at Tier 1 technology companies. During our conversation, Mike shared his experience using value selling methodologies to sell technology solutions, as well as his perspective on how value selling has changed over the last decade.
