Customers and prospects often lean on price as an objection for why they don’t want to do business with you. Here are some common things you might hear from customers.…
True or false? Procurement is an obstacle to the sales process. Their mandate is to say “no” and make B2B purchasing decisions unreasonably difficult and rigorous. They shut things down…
People in positions of power often ask tough questions. In our experience, this is certainly true of anyone on the financial team who has the ultimate say over purchasing decisions.…
Presentation is everything, especially when it comes to sales proposals and quotes. Getting it right can make the difference between fully engaging with prospects and closing the deal or boring…
Do you use a business case as part of your sales process? If not, you should seriously consider it, because any solution-based or consultative-based sale will benefit from providing buyers…
Sometimes the way you talk about a customer’s problem can make all the difference. In our experience, there are lots of ways to encourage prospects to think about their business…
Last week I spoke with Ken Powell, who’s been leading a sales transformation at SunGard in his role as VP of Global Sales Enablement. (He was also a speaker this…
There are a couple of categories of value dimensions that will often be challenged by a prospect when you are building an ROI-based business case, and labor savings is at…
