Remove prospect

Avitage

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The epidemic in B2B sales prospecting

Avitage

This condition is especially evident in companies that are engaged in a complex or solution sale. I and others use “value sale” Even companies with a traditional, product selling model are not immune. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation.

B2B Sales 149
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Use Information Interview Approach for Sales Prospecting Conversations

Avitage

B2B sales organizations with a complex, “platform,” or value sales process face some of their biggest challenges in the initial prospecting stage. Companies risk missing revenue growth targets when sellers are ineffective or inefficient at getting target accounts to engage.

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An All Too Typical Sales Prospecting Phone Message

Avitage

I’m always looking for insights, especially about how companies are thinking about content to support their many use cases. I get many sales prospecting calls, but usually for products or services I could care less about. I also like to experience selling from a buyers perspective. I delete and forget.

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The B2B Value Sale is Actually Three Distinct Sales

Avitage

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. This situation becomes more pronounced when selling to prospects who aren’t in an active buying process. We call this a “Find vs. Create Opportunity” situation.

B2B Sales 120
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Getting Sales Content Right

Avitage

As one senior sales executive at a large technology company said to me years ago, “what is content, it’s collateral, right?” Content is the first “product” prospective customers “acquire” through sharing their attention and contact information. ” Whew!

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Content Strategy or LII FCO?

Avitage

.” It seems a prospect had asked one of their sales reps a question in a meeting. The rep came back and asked the Vice President of marketing “what do we have I can send to this prospect?” The company had lots of ideas to fuel this creation. ” It was an attractive topic.

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Why You Need a B2B Sales Content Strategy

Avitage

There’s little strategy required to tell people about your company, products, features — just don’t forget those benefit statements! As it is for marketers, content is essential to capture prospect attention and generate interest. If you sell the way you did 10 years ago, you don’t need a sales content strategy.

B2B Sales 120