ROI Selling Blog

Nothing better makes the case for change in front of decision makers than showing the red ink on your buyer’s bottom line. A value calculator is a highly effective tool for displaying all of that red and identifying that it’s caused by a problem your product or service can solve.

B2B sales typically have long marketing and sales cycles due to the nature of the offering. Today’s buyers will put off talking to a sales representative as long as possible before finally committing to a first meeting. You need to prepare for that first meeting before a potential customer ever asks for one. That meeting is unlikely to include the final decision makers but use it to lay the groundwork for the sale as though it did.

Because an assessment tool is so engaging, it can be used at every step of the sales process. Essentially, an assessment tool is a versatile tool that can be designed to evaluate specific situations and guide the prospect through a customized line of inquiry based upon their answers to previous questions.

We all have to start somewhere when we enter the job market. On the way to learning and earning your sales stripes you probably had a good mentor or two. Along the way you may have also heard some of the worst sales advice known to humankind. Here are ten pieces of the worst sales advice I have ever received.