Traditional marketing wisdom tells us that building customer relationships begins with the sales process. Every product, company and industry has its own unique journey, and it’s our job as B2B…
As customer acquisition costs keep rising, savvy SaaS providers are focusing on retention to reduce their churn rates. An initial SaaS purchase is just the beginning of your relationship with…
In today’s economy, having a compelling business value proposition and being able to deliver against that promise is not a "nice to have," it’s the price of admission. Companies today…
Closing a deal with a long and/or complex sales cycle can take a great deal of time and effort. However, it should always include a persuasive, value-focused business case. Why?…
Sales and marketing professionals often seek a TCO analysis to help grow sales and close deals when an ROI analysis would actually be far more beneficial. I know this because…
It’s happened to the best of us. You tell a prospect how much your product or service costs and they respond with silence. This is known as “sticker shock” and…
Using a value-based sales approach helps sales teams succeed consistently and more frequently. These four tips from the world of value selling can help move deals through the buying cycle…
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,…
Many times an offering may have what a prospect might consider to be indirect benefits. These are benefits that, although real, are harder to directly link to the offering and/or…
