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Unlock Sales Growth in New Markets with These 3 Crucial Resources
David Svigel
Feb 26, 2025
4 mins

Unlock Sales Growth in New Markets with These 3 Crucial Resources

Congratulations! You've identified a juicy new market segment ripe for the picking! But before your sales team charges into battle, make sure they’re ready. Are they properly equipped with the training, weapons, and battle plan needed to conquer new territories? If not, chaos will surely ensue.

How a Business Case Can Make You a Trusted Advisor
David Svigel
Feb 28, 2024
2 mins

How a Business Case Can Make You a Trusted Advisor

After weeks of meetings, sales pitches, and product demonstrations, how often has a customer responded with a hesitant “maybe?” You can change the game with a well-crafted business case that transforms a one-sided product showcase into a compelling story of value, efficiency, and strategic foresight.

How to Improve Your B2B Success with a Strong ROI Business Case
Darrin Fleming
Aug 16, 2023
2 mins

How to Improve Your B2B Success with a Strong ROI Business Case

The stakes are high in today’s hyper-competitive sales environment. Having a compelling offering remains fundamental, as does the need for a well-structured business case that quantifies ROI. Here’s what your sales team should know about business cases before they submit their next proposal.

How to Quantify the Buyer’s Problem Using an ROI Tool
David Svigel
Dec 6, 2016
4 mins

How to Quantify the Buyer’s Problem Using an ROI Tool

Ah, the good old days... when you could sell using a list of all the great features in your solution and a few benefits sprinkled here and there. The economy was good and it was easy to get a signature on a purchase contract doing little more than offering “saved effort” or “increased throughput.”

Read This Before Talking About ROI
Darrin Fleming
Feb 16, 2016
3 mins

Read This Before Talking About ROI

How frequently do you use the term “ROI” in front of customers and potential buyers? I frequently hear sales and marketing professionals talk about “ROI” inaccurately. If you're having a serious conversation with someone who’s well versed in financial terminology, any misuse of the term could leave a disastrous impression about you and your company.

Darrin Fleming
Aug 6, 2015
3 mins

Why Don’t Reps Use Sales Enablement Tools?

Each year, sales operations and marketing managers purchase sales enablement tools to help their sales teams increase win rates and close deals faster. So why do so many of these tools gather dust in the salesperson’s toolbox? In my experience, this happens for two main reasons.

Darrin Fleming
Jun 3, 2014
4 mins

Why Having an ROI Calculator Is Good for Sales

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 a deal. If I didn't, I wouldn't be in the business of selling them. Here are my responses to common objections to value selling tools:

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