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 Sale.” But what exactly is it and how does it align with value selling? Let’s take a closer look.
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, they often fail to communicate value as a bottom-line differentiator.
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 solution providers to establish trust, credibility and value every step of the way.
Has your sales cycle grown longer and more complex? Are you challenged by new buying behaviors that exclude you in the early stages of discovery? Chances are you’re also faced with more restrictive corporate and financial oversight, which shifts purchasing authority to CFOs and inter-departmental committees. How can you get the attention of buyers and decision makers in such a dynamic sales environment? A proven approach is value selling, a strategy that develops distinct sales messages focused on the bottom line. When all is said and done, prospects want to know how investing in your solution helps save money, increase sales and revenue, and achieve pertinent business goals.
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 a new customer. You must keep earning their loyalty to ensure high renewal rates and avoid financial and reputational damage.
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 an organization, and elicits a positive emotional response from the reader.
Your prospect has already visited your website, perused your online content and seen a demonstration of your product or service. What do you do next to convert an active inquiry into a sale?
If you’re trying to find new opportunities in a market, it doesn't necessarily mean you have to expand your product line. First, expand your perspective.
How frequently do you use the term “ROI” in front of customers and potential buyers? I frequently hear sales and marketing professionals talk about “ROI” inaccurately. If you're having a serious conversation with someone who’s well versed in financial terminology, any misuse of the term could leave a disastrous impression about you and your company.
One of the greatest advantages in selling is the ability to understand how CFOs (a typical approver) think. That’s particularly true if you’re selling a technology solution. Why? Tech sales generally represent large investments, and the job of any CFO is to make sure that any major expenditure will yield measurable results and a good ROI. As the steward of money within the company, CFOs wants to make smart investments. Your job as a seller is to provide proof of value. Although you might be extremely personable, likeable, and engaging, it’s important to realize that the typical personality of CFOs is not built to make decisions based on whether or not they like you.
