Last week we discussed how salespeople can overcome objections related to price. Now we want to address how marketing can support sales’ efforts. For marketers, problems with price typically show…
Customers and prospects often lean on price as an objection for why they don’t want to do business with you. Here are some common things you might hear from customers.…
True or false? Procurement is an obstacle to the sales process. Their mandate is to say “no” and make B2B purchasing decisions unreasonably difficult and rigorous. They shut things down…
What separates good companies from great ones? Truly exceptional companies understand that customer value is the sum total of everything they do, not just the product they sell.
Recently I was reading Dr. Seuss’ “The Lorax” with my six-year-old daughter. In the book, the character of the Once-ler says, “Unless someone like you cares a whole awful lot,…
At one time or another, everyone in sales and marketing has shared something in common with the character Sheldon on the Big Bang Theory. Although you might not be a…
I’d like to focus on how you can systematically create great content in your sales proposals. After all, even the most beautiful and well-designed sales proposals will fall flat on…
People in positions of power often ask tough questions. In our experience, this is certainly true of anyone on the financial team who has the ultimate say over purchasing decisions.…
What are two words that get every salesperson’s pulse racing? Budget approval. Want to know the secret to securing budget approval? Simple. Create the right kind of business case to…
Presentation is everything, especially when it comes to sales proposals and quotes. Getting it right can make the difference between fully engaging with prospects and closing the deal or boring…
