ROI Selling Blog

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 to your buyer? It’s your differentiator.

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 which questions are topmost in their minds, understand how they evaluate their alternatives.

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 waste your time looking for a unique selling point. Instead, deeply know your value proposition, which includes all the unique things you do.

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 methodical in their search.

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.

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.