Do you ever feel like you're losing control of the conversation during a prospecting call or sales appointment? Use what I call the "Statement, Benefit, Probe" technique to regain control.
Sometimes the way you talk about a customer’s problem can make all the difference. In our experience, there are lots of ways to encourage prospects to think about their business…
Recently I read a MarketingProfs blog post reporting that business decision-makers are 10% more likely to consider B2B brands that consumers know and feel connected to. The report, which was…
Value-based sales is a popular term used by many companies who claim that their organization provides customers with the best value. From tech support to delivery speed, from warranty policies…
I truly believe in the power of ROI tools and value calculators to help generate better, more qualified B2B marketing leads and enhance a B2B sales rep’s ability to close…
This is Part V of a five-part series about the lifecycle of value in B2B selling and marketing. You’ve set your price, shown the customer the cost of his problem,…
This is Part I of a five-part series about the life-cycle of value in B2B selling and marketing. Part I is an introduction and a summary four phases of the…
For much of his tenure at GE, Jack Welch’s famous mandate to every business unit was to be either number one or number two in their market. If you weren't…
Last week I spoke with Ken Powell, who’s been leading a sales transformation at SunGard in his role as VP of Global Sales Enablement. (He was also a speaker this…
