What’s your strategy for determining the optimal price for your B2B offering? If you check Wikipedia, the obvious source of all that’s true in the known universe, you’ll find 26…
I had the pleasure of speaking with Mike Serulneck, an accomplished (and now happily retired) value engineer, who shared his experience using value selling methodologies to sell technology solutions, as…
What can Aristotle teach us about value selling? Aristotle? Value selling? The link between one of the greatest thinkers of the Western world and value-based sales processes is stronger than…
Your ability to help B2B buyers understand the value you provide can make or break the sale. In some cases, as with our client IQS, that means communicating the ways…
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…
Buyers go through a natural process when deciding to invest in a technology solution. The most successful sales approaches guide customers through that process quickly, confidently, and collaboratively.
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…
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…
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…
“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?…
