Your Prospect Wants to Buy. Why You Should Hit the Brakes.

This guest post from Leslie Ye, Senior Executive Communications Strategist at HubSpot, contends that not every sale is a good sale. There are times when it’s best to hit the brakes before sealing the deal and assess whether this customer is right for your offering and able to implement it for maximum value.

5 Steps for Adding Value to the Buying Process

Buyers go through a natural process when deciding to invest in a technology solution. The most successful sales approaches guide customers through that process quickly, confidently, and collaboratively.

3 Ways Value Selling Aligns with The Challenger Sale

The most successful sales reps focus on understanding the customer's business, especially when it comes to solution selling.

These sales reps engage in what some have now dubbed “The Challenger Sale.”

But what exactly is it and how does it align with value selling?

Let’s take a closer look.

How to Use Value Selling to Become a Trusted Business Partner

Traditional marketing wisdom tells us that building customer relationships begins with the sales process. Every product, company and industry has its own unique journey, and it’s our job as B2B solution providers to establish trust, credibility and value every step of the way.

The Hidden Advantage of Selling with a Business Case

As a former salesperson and sales manager, I know how much effort it takes to close a complex sale. Although it took extra work and time to create a business case to prove the ROI of investing in my solution (an ERP system), I always felt the process was well worth it. 

There are a few reasons I advocate using a business case as part of the sales process, particularly for long and/or complex sales cycles. One reason is obvious: a business case includes ROI calculations that prove to your customer the financial logic of investing in your solution.

The Etiquette of Talking about Your Competition

 
The way you talk about your competitors tells prospects and customers a lot about your company and the way you do business. Here are some guidelines sellers and marketers can use to avoid leaving a negative impression and potentially losing business.

 

4 Things Every B2B Sales Manager Needs to Know

What makes sales management such a tough job? There are many reasons, but a very basic one is that your success as a B2B sales manager depends on the performance of your sales team. If your sales team doesn’t perform well and make quota—despite your best efforts to coach, motivate, support, mentor, and lead—then you can’t succeed.

Never Lead with a Sales Demo

 

Recently we wrote a blog post, “When Demos Sabotage the Sale,” about the dangers of showing a demo too early in the sales cycle. At least one reader reached out to us to ask a logical question -- if you’re not going to lead with the demo, what should you lead with?

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.

How Do You Handle Indirect Benefits in a Business Case?

Many times an offering may have what a prospect might consider to be indirect benefits. These are benefits that, although real, are harder to directly link to the offering and/or are harder to actually capture. A couple of categories of benefits that often fall into this indirect bucket are labor savings (e.g., productivity gains) or revenue enhancements (e.g., sales growth). If your prospect struggles with the direct linkage of these benefits from your offering, how can you use them in your business case?