Do you use a business case as part of your sales process? If not, you should seriously consider it, because any solution-based or consultative-based sale will benefit from providing buyers…
When customers ask for new products or features, should you jump to fill the request? These situations can help you deepen your relationship with your customer. On the other hand,…
When you make the decision to target market segments strategically, you can create significant profitable growth opportunities for your business. But what happens when the sales team fails to embrace…
Recently I asked my blog readers to share opinions about the great "quality vs. volume" debate. That is, if you had your choice between a high volume of leads and…
Does your value proposition articulate how your offering solves a customer’s business challenges or is it a jumble of features/benefits? The sophistication of a value proposition ranges from being stuck…
A signed contract signals the start of the final step in the Value Lifecycle: Deliver and Measure Value. This step not only strengthens your relationship with your customer, but enhances…
Ask the VP of Sales and the VP of Marketing at any company how well their teams get along and you’ll likely find some level of friction. Salespeople complain that…
Well if you’re not going to lead with the demo, what should you lead with? Consider that old quote, “Seek first to understand, then to be understood.” The best opportunities…
Do you know the difference between “ROI” (return on investment) and “ROMI” (return on marketing investment)? Occasionally we’ve noticed that some of our discussions about ROI have led to some…
