Avitage

JULY 26, 2017

B2B sales organizations with a complex, “platform,” or value sales process face some of their biggest challenges in the initial prospecting stage. The process for a value sale is naturally longer than a simple product sale. Sellers bring a product prospecting mindset, approach and conversation to this task.

Conversion 120

Conversion Differentiation B2B Sales Buy 120

Avitage

NOVEMBER 19, 2016

Companies trying to execute a B2B solution or value sale must overcome selling problems that start at the prospecting stage and persist to the end. A significant cause is sellers haven’t realigned messages, sales conversations, and sales process to the way buyers buy. There was significant, eager demand for their products.

B2B Sales 120

B2B Sales First-Mover Advantage B2B Sales Cycle 120

Avitage

JANUARY 11, 2016

With the typical sales mindset, techniques might be even be experienced by prospects as gimmicks. But generally they sound like: “Persuading someone to buy my product or service.” ” “Finding people who need my product and convincing them we have the best.” What is Selling?

B2B Sales 120

B2B Sales Acquisitions Buy B2B 120

Avitage

JUNE 11, 2014

They must understand and align to the issues, questions and process buyers must address to make a buying decision. See Sharon Drew Morgen – Buying Facilitation) Not all buyers are ready or interested to hear about your company and product — especially those features.

Cross-Selling 120

Cross-Selling Thought Leadership Blogger Network Marketing 120

Avitage

APRIL 9, 2012

Most of us are well aware the world of B2B buying has gone through fundamental shifts in the last five to ten years. We all feel the perception from buyers that, to them, all vendors and their products look pretty much the same (undifferentiated value). Why hasn’t the way we sell fundamentally changed as well? But if you.

Demand 120

Demand B2B Sales Sales Cycle PR 120