A solid business case is essential for conveying the value of your solution through its obvious and more subtle advantages. When properly prepared, a business case informs and challenges customers to consider new perspectives, and gives you an opportunity to seal the deal with speed and confidence.
Buyers go through a natural process when deciding to invest in a technology solution. The most successful sales approaches guide customers through that process quickly, confidently, and collaboratively.
Upselling and cross-selling are strategic sales processes that can increase revenue and market penetration. Once a prospect or customer is “sold” on your product, you have a unique opportunity to provide additional value with enhanced and complementary products, if you fully understand your B2B customers’ needs.
A compelling value proposition is critical to sales success. It can, without a doubt, make or “brake” a sale and is often the root cause when new products or solutions fail to reach their destination. Without a clear value map or an understanding of “what’s in it for them,” prospects have little reason to invest in your offering.
SCi Sales Group reports that it takes an average of 80 calls to get an opportunity to speak with a C-level executive. The group also found that 76% of junior executives rejected the last three sales calls they received; however, only 47% of higher executives did the same.
“Begin with the end in mind.” This insight from Stephen Covey describes the importance of setting trade show goals before the event to ensure successful outcomes. Who are your targets? How many meetings do you want to schedule? How much revenue do you need to generate to justify the investment?
What does it mean to be a successful salesperson, whether inside sales or otherwise? Certainly, the ability to persuade is as important as is the knowledge of the solution for sale. However, the most successful salespeople approach each sale as though it were a battle, in the most positive sense.
Selling software solutions isn’t as easy as it once was. Between the economic uncertainty and the increasing sophistication of buyers, you’ll need to work harder to convince companies that your solution is the right one for them.
Engaging channel partners can be an effective strategy to grow your company, enter new markets, and increase your sales volume. A good partner can help you build credibility by providing introductions, referrals, and access to their customers and prospects, and expedite their entry into your sales funnel.
No longer can a single executive make buying decisions on behalf of the entire company. According to a survey by CEBGlobal, the average number of people required to make a B2B purchase has risen to 5.4.
