It’s more important than ever to ensure your salespeople have the tools and training needed to focus on selling value over features. Today's buyers are better informed because their education process has changed. Buyers have more information at their disposal, and you aren't in control of everything published about your company and solution.
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.
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.
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.
We’ve shared a lot of great advice this year, and in case you missed it, we wanted to present you with the highlights.
Here are our top seven ROI selling tips of 2016 and how to apply them to your own business.
Just when you think you have clinched the sale, the buyer springs a competitor on you, or someone inside the buyer’s company is suddenly suggesting an alternative method.
Either way, you need to prove your solution is the better buy, worth more in value and benefits than the unwelcome newcomer. Nothing does this better than showing the finance people how the total cost of ownership outshines that of the interloper.
Check out these nine amazing benefits of a TCO tool that can help take you the final distance to win the deal.
Discounting the price of your product or service may seem like a fast and easy way to close a deal, but in the long run, you will literally be selling your company short.
It’s easy enough to see how price discounting can get started:
Value selling tools such as assessment, ROI, and TCO tools, as well as value calculators, all fit neatly into your marketing and sales efforts. Deploying these tools is like giving your marketing automation platform a bunch of power-ups, leveraging even more of its strength.
Marketo, Pardot, HubSpot, and ActOn are all major players in the marketing automation arena. Other marketing solutions are available, with new products and services introduced every month.
In each case, you can build value selling tools into the automated marketing and sales workflow, creating a smoother path through the sales cycle.
Total Cost of Ownership (TCO) and Return On Investment (ROI) seem to be similar methods of proving cost effectiveness, but they perform best in totally different situations.
In fact, if you use a TCO tool at the wrong time in the sales process, you are taking a couple of big risks. Let's take a closer look at ROI vs. TCO and which tool is better for your business.
Value and total cost of ownership comparisons are important to any B2B sales process. Between them, they attract and justify the selection of your product while building a business case for prospective customers to use when presenting your offering to buying committees and financial approvers.
However, they operate in different ways and at different points in the sales cycle. Each tool has a different goal and addresses different pain points, and each is used by a different primary user to different benefit.
