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 to consider new perspectives, and gives you an opportunity to seal the deal with speed and confidence.
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 provide additional value with enhanced and complementary products, if you fully understand your B2B customers’ needs.
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 fail to reach their destination. Without a clear value map or an understanding of “what’s in it for them,” prospects have little reason to invest in your offering.
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 executives rejected the last three sales calls they received; however, only 47% of higher executives did the same.
“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? How many meetings do you want to schedule? How much revenue do you need to generate to justify the investment?
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 introductions, referrals, and access to their customers and prospects, and expedite their entry into your sales funnel.
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 B2B purchase has risen to 5.4.
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. Everything they experience is based on his or her level in the company hierarchy.
This has been said many times in the past, but it’s always worth repeating: Buyers will go through the first half or more of their journey without you. According to research from Forrester, 67% of a buyer’s learning is made before engaging with a member of your sales team.
The Challenger™ Sale methodology provides an overall framework for complex sales providing not only a definition of a Challenger but a complete approach to address each step of the sales cycle.
