What can Aristotle teach us about value selling? Aristotle? Value selling? The link between one of the greatest thinkers of the Western world and value-based sales processes is stronger than…
Your ability to help B2B buyers understand the value you provide can make or break the sale. In some cases, as with our client IQS, that means communicating the ways…
A solid business case is essential for conveying the value of your solution through its obvious and more subtle advantages. When properly prepared, a business case informs and challenges customers…
Upselling and cross-selling are strategic sales processes that can increase revenue and market penetration. Once a prospect or customer is “sold” on your product, you have a unique opportunity to…
A compelling value proposition is critical to sales success. It can, without a doubt, make or “brake” a sale and is often the root cause when new products or solutions…
SCi Sales Group reports that it takes an average of 80 calls to get an opportunity to speak with a C-level executive. The group also found that 76% of junior…
“Begin with the end in mind.” This insight from Stephen Covey describes the importance of setting trade show goals before the event to ensure successful outcomes. Who are your targets?…
Engaging channel partners can be an effective strategy to grow your company, enter new markets, and increase your sales volume. A good partner can help you build credibility by providing…
No longer can a single executive make buying decisions on behalf of the entire company. According to a survey by CEBGlobal, the average number of people required to make a…
Before you can build a successful business case, you need to know your audience. The first thing to know is that each individual has a different agenda and different concerns.…
