Varicent

MARCH 24, 2022

Are these needs sufficiently compelling to justify the costs you may potentially propose? 3) Needs Analysis. Is it affecting their ability to manage their costs, raise their prices, or build their market share? 6) Competitive Analysis. 7) Proposal. Are they even aware of the project? It may not always be obvious.

Enterprise Management 52

Enterprise Management Work Management Marketing Management Top of Funnel 52

markempa

JUNE 17, 2012

“But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. No deal = broken sales cycle. Who is on those teams?

Sales Cycle 120

Sales Cycle Sales Management B2B Sales Top of Funnel 120

The ROI Guy

DECEMBER 6, 2011

This condition, termed Frugalnomics, means that buyers are overloaded and forced to do-more-with-less, uncertain about their budgets, and required to financially justify new investments. Advice: Discounts can be used to win business, and low-price providers will have an inherent advantage.

Allocation 40

Allocation B2B Sales Peer-to-peer B2B Marketing 40

The ROI Guy

APRIL 15, 2010

Bistritz outlines how presenting the value proposition is important in a down economy, and that throughout the buying cycle there are multiple opportunities to communicate value. 3) Formal Value Reviews - post sale, reviewing the value received vs. the value proposed to determine gaps and assure value derivation.

Budget Programs 40

Budget Programs Software Peer-to-peer Urgency Marketing 40

Tomorrow People

FEBRUARY 14, 2022

Not only does it make a successful launch more likely, it also increases the chances of your long-term success. Instead of simply analysing current market conditions, predict where things might be heading. This will in turn affect your long-term profitability. Here are some key points you should consider.

Marketing Strategy 156

Marketing Strategy Marketing & Strategy Planning Tips 156

Hubspot

NOVEMBER 7, 2023

The problem is that it puts an unnecessary burden on the buyer — buy now or lose your opportunity to buy under these conditions, forever — and you can’t force a buyer onto your timeline. What to Say Instead Explain how the terms you’re proposing benefit the buyer. That’s not fair.” Buyer: “Yes.” You: “Got it.

Marketing Proposals 72

Marketing Proposals Work Management Terms and Conditions Budget Programs 72

The ROI Guy

NOVEMBER 29, 2010

Fueled by a wealth of on-line resources and social networks, buyers have seized control of the buying cycle, engaging with sales representatives later and later, and further elongating sales cycles. Two economic downturns over the past decade have made buyers more spendthrift, and more skeptical of vendor claims. Death of a Salesman?

Peer-to-peer 40

Peer-to-peer Marketing Automation Services Spending Marketing Budget 40