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…
What is it about your offering that makes it stand out from the pack? What do you bring to the table that makes your product or service of unique value…
One aspect of successful sales, B2B or otherwise, is anticipating your prospective buyer's alternatives. This allows you to have strategies in place to rebut objections and differentiate yourself. To determine…
Whenever I hear someone talk about finding their unique selling point, the hair on the back of my neck stands on end. If you are in complex B2B selling, don’t…
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…
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…
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…
Because an assessment tool is so engaging, it can be used at every step of the sales process. This versatile tool both evaluates and clarifies the prospect's problem at hand.
Traditional marketing wisdom tells us that building customer relationships begins with the sales process. Every product, company and industry has its own unique journey, and it’s our job as B2B…
As customer acquisition costs keep rising, savvy SaaS providers are focusing on retention to reduce their churn rates. An initial SaaS purchase is just the beginning of your relationship with…
