The way you talk about your competitors tells prospects and customers a lot about your company and the way you do business. Here are some guidelines sellers and marketers can…
What’s the best way to get a buyer’s attention, move deals quickly through the buying cycle, and increase close rates? Follow these five fundamental steps. (For a handy summary of…
One of my fundamental beliefs is that the strategic marketing team—not sales, finance or operations—should own pricing. The reason is that marketing is best equipped to set the optimal price…
Sales and marketing professionals often seek a TCO analysis to help grow sales and close deals when an ROI analysis would actually be far more beneficial. I know this because…
It’s happened to the best of us. You tell a prospect how much your product or service costs and they respond with silence. This is known as “sticker shock” and…
What makes sales management such a tough job? There are many reasons, but a very basic one is that your success as a B2B sales manager depends on the performance…
Setting the price for your offering is critical. Price dictates whether or not your offering will succeed or fail in the marketplace. A price that’s too low can cause you…
Using a value-based sales approach helps sales teams succeed consistently and more frequently. These four tips from the world of value selling can help move deals through the buying cycle…
The other day I caught a reference on an episode of Mad Men to the Four P’s. The episode was set in the early 1970’s, which means Phil Kotler’s game-changing…
It’s every sales manager’s nightmare. While reviewing the sales team’s monthly sales forecasts, too many opportunities forecasted to close this month at 90% probability are deals that were previously forecasted…
