The other day I got a call from a client asking for my help with a sales problem. His company sells document management solutions to property and casualty insurers, and…
The promise of improved employee productivity when selling B2B technology solutions is often met with customer skepticism. The value of potential labor savings is obvious, whereas productivity improvements are more…
The stakes are high in today’s hyper-competitive sales environment. Having a compelling offering remains fundamental, as does the need for a well-structured business case that quantifies ROI. Here’s what your…
Business-to-business (B2B) selling is complex, especially when justifying the price of a solution. Today’s buyers are increasingly discerning and value-driven, so B2B sellers must thoroughly understand their buyers' needs and…
Developing a solid business case is a critical step in the B2B sales process. It involves creating a clear and comprehensive argument that presents the financial benefits of a solution…
Have you noticed your average sale price dropping? Maybe it’s because your salespeople are too quick to offer customers a discount when they’re challenged about price.
We must agree to disagree with an article published by Salesforce UK about how to respond effectively to sales objections. Why? Because I believe there is a better way to…
The most successful sales reps focus on understanding the customer's business, especially when it comes to solution selling. These sales reps engage in what some have now dubbed “The Challenger…
The most effective way to motivate buyers is to quantify a solution’s value. While marketing and sales organizations often produce rich content that supports various aspects of the buyer’s journey,…
Everyone loves a good story – from fables and folktales to case studies and compelling copy in marketing campaigns. A well-crafted story clearly illustrates how your solution adds value to…
