B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’
B2B Lead Generation Blog
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.”. Here, customers can click to find more information, whether it’s pricing, research, terms and conditions, or competitive analyses. When prospects finally call, the sales rep better not say, ‘Do you want to talk about pricing? That’s more than one in every four deals! Sales
10 things you need to know NOW about OmniChannel Marketing
grow - Practical Marketing Solutions
SEPTEMBER 2, 2014
We began to condition consumers that they could expect a 24 x 7 buying and service experience. For many retailers, data analysis may present the ONLY competitive advantage in a world of instant price comparisons and buy now buttons. 2. This is what the ad agency had proposed: Sunday newspaper coupon flyers, in-store displays, television ads, and in-store sampling.
How to Ease Your Sales Team Into Social Sales
JULY 2, 2013
But after working with thousands of salespeople and their managers (and after some self-analysis on my own reluctance to “join the conversation”), I think I may have discovered at least three of the reasons that are holding them back. But that open competition comes with a price. Discovery #2: Salespeople behave more like “day-traders” than long-term investors. And Twitter?
The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012
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. The much-sought economic relief in 2011 never arrived, setting the stage for a budget constrained, frugal 2012. As a result, sales and marketing must quickly evolve engagement techniques to meet economic-focused buyer demands.
Selling Software to the C-Suite REQUIRES Quantified Value
APRIL 15, 2010
We call this change in buying attitude Frugalnomics, and sales and marketing needs to change to address these new market conditions. Comparing the "do nothing" As Is scenario with the proposed To Be scenario after the solution is implemented quantified potential savings, and investment requirements. During the selection phase of the buying cycle it is important for the seller that the customer does not tactically select a lower priced solution after all the strategic hard work has been done. In a recent article on Sandhill.com, Selling Software to the C-Suite, Stephen J.