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…
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…
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…
Just when you think you have clinched the sale, the buyer springs a competitor on you, or someone inside the buyer’s company is suddenly suggesting an alternative method.
Ah, the good old days... when you could sell using a list of all the great features in your solution and a few benefits sprinkled here and there. The economy…
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…
Most of your prospects will focus on price once they think they have found a product or service that will meet their needs. It’s normal to want to know how…
Figuring out what to charge for your product may seem as simple as adding up what it costs to make plus a percentage you call profit. Unfortunately, this “markup” or…
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…
If you aren’t selling on value, you are leaving money on the table. The question is, how much? Let’s go through the three problems with not selling based on value.…
