Engaging with buyers has become increasingly difficult as demand for their time and attention is at an all-time high. On top of that, marketing channels are falling in and out of favor at unprecedented pace. All this makes creating single-purpose marketing and sales content a big and costly gamble.
Unlike digital marketing, live industry events allow sales teams to engage one-on-one with multiple prospects over a focused period of time. Value selling tools are a compelling way to attract enough qualified visitors to your booth to justify your investment. Try these tips at your next show.
A well-designed value calculator gives buyers an easy way to analyze your solution’s impact on their bottom line and get meaningful answers to their questions. One of the biggest challenges is ensuring that the results are defensible and believable enough for users to engage with your sales team.
With value selling tools, sellers can develop a more persuasive business case with insights into customer problems. And buyers can justify investing in a solution whose value is expressed in dollars and cents. In our experience, successful value selling tools adhere to ten core principles.
The number one challenge in demand generation is persuading prospective buyers to give you their contact information. Without it, they remain anonymous visitors to your website, leaving sales without the ability to follow up and convert them to an opportunity.
Potential customers are more self-reliant and in control of the selling process -- thanks to the digitization of the buyer’s journey. With widespread access to vendor websites, industry publications, research analyst reports and online forums, buyers have increasingly less need to communicate with vendors at the beginning of their journey.
Why is it so difficult to accurately identify the average B2B lead conversion rate? One significant reason is that what constitutes a “lead” is subjective and variable. For example, is a lead the contact details from someone who downloaded a white paper? Or is it those contact details plus criteria like company size or job title that provide access to a higher value asset?
When it comes to closing new business, there are various tools and dynamics that can make or break a sale. They are all complementary, so it’s not always possible to know which of them ultimately closed the deal.
Value selling? Aristotle? The link between one of the greatest thinkers of the Western world and value-based sales processes is stronger than you would think!
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.
