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…
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…
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…
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…
In today’s economy, having a compelling business value proposition and being able to deliver against that promise is not a "nice to have," it’s the price of admission. Companies today…
Every sales rep dreads hearing prospect objections. From “Your price is too high,” to “Call me again in three months when I get my budget back,” it can sometimes seem…
How well can you describe your offering's value to different market segments? This is critical to any successful business strategy. Unfortunately, many B2B sales and marketing professionals communicate value in broad, generic terms,…
In most competitive endeavors, fundamentals are what we must first learn and master in order to perform well. They provide us with confidence in setting basic direction and a stable…
When building relationships with buyers, it’s important to choose your words carefully. We’re not just referring to small talk or the language of negotiation. We’re talking about the specific words…
