Closing a deal with a long and/or complex sales cycle can take a great deal of time and effort. However, it should always include a persuasive, value-focused business case. Why?…
Great value propositions are essential if you want to prospect effectively and win more customers. Despite this, we’ve found that these propositions can be tricky for both marketers and sellers…
An RFP lands in your inbox. It’s from a company you would love to do business with. Your pipeline for the next two quarters isn’t as strong as it could…
If you want to increase your average deal size, the best thing you can do is learn to sell based on value. That’s because a value-based selling approach helps you…
Have you ever heard customers say, “I don’t believe these numbers,” while showing them the business case for your offering? It’s not that the customer thinks you’re a liar. The…
Each year, sales operations and marketing managers purchase sales enablement tools to help their sales teams increase win rates and close deals faster. So why do so many of these…
Last week I worked with a client to finalize a list of cost savings and revenue gains provided by her company’s offering. During our review, she flagged the section where…
Is your offering underpriced? It happens more often than you’d think. For example, during a recent consulting project, I helped a particular business unit at a material manufacturer realize they…
