The result: More competitive losses, as Buyers don’t properly frame your differentiating value and commoditize the offerings, Longer decision cycles as Buyers struggle to properly understand the “cost of doing nothing” and value of change, More discounting, as purchase price becomes the key differentiator. The unique competitive value of proposed solutions, c. Executives continually point to the need for Sales and Marketing to align, with 90% of Senior Marketers indicating to Forrester that indeed alignment is a high or very high priority. It’s not on Enablement. MORE >>

Mike breaks this down into three essential components: Resonate, Differentiate, Substantiate. If you don’t differentiate, buyers will pressure you on price and attempt to get your service (which they perceive as the same as others) from you or a competitor for as little as they can pay for it. He points out that past clients, lost proposals, current clients, and networking colleagues, are sources of new business and/or referrals. Your step-by-step guide to creating proposals that win. It’s 2006. Your R & R (Repeat & Referral) business is flowing in. Be Clear. MORE >>

Somehow, they assume the web designer will take care of content creation and the cost is included in their proposal for designing the site. How to bring your in-house subject matter experts to the forefront and differentiate your company (Thought leadership). Content BOM is not a typo in my headline. Read on…. am amazed how often I find that creating content is an afterthought for people who are considering an industrial web design (more commonly a site redesign). Beyond the initial “looks nice” reaction, the new site doesn’t produce the results that were promised and expected. MORE >>

Sales still remains challenged to add value during the sales process, and prove the value of proposed solutions to ever more empowered, skeptical and frugal executives, this according to a significant study by Blue-Sky, a UK sales performance consultancy. This shortfall is amplified today in the face of Frugalnomics, a condition where buyers refuse to invest in proposed projects unless they know the project can deliver quantifiable bottom-line impacts, significant ROI and quick payback. Getting procurement to recognize our differentiation 6. MORE >>

Sales and marketing a higher-priced supplier requires proactive transparency, differentiating the higher initial price versus a superior solution with lower costs over the useful lifecycle, more business value / bottom-line benefits, and / or lower risks. Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. The research revealed that price dominated in 64% of purchases, delivering great news for price leaders - those focusing on initial pricing advantages versus higher priced / often more feature-rich solutions. MORE >>