ViewPoint

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What is Value Selling and How to Generate Leads in Companies that Buy Value

ViewPoint

Unless you are the low-price leader, value selling is essential to the success of your business. It's a rather straightforward proposition to sell on price only. We are not the low-price leader.) We need to find value gaps that we can attach a price to, so that we can justify the benefit in terms of added value.

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How Much Leads Cost

ViewPoint

What is the “right” price to pay for leads? You can’t cost effectively buy quality leads for low price and low margin offers. What do you think the chances are that sales will cull through 3,117 suspects to find 40 prospects? Yet from one source alone marketing spent $72,158 per quarter on leads that were sent to sales and ignored.

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7 Truths About Sales and Marketing (That CEOs Need to Know - Part 1)

ViewPoint

It’s essential to be able to inform the sales team about: our reason for existence, the direction of the company and why it’s the correct course, what we sell and why we sell it, which markets to pursue, the competitive landscape and the pricing model.”. Understand the price you’re paying, then optimize it.

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How Much Do Your Leads Cost?

ViewPoint

Understand the price you are paying for your leads and then optimize. Only if the answers are “yes” to these questions, do you have a lead that you can put a price on. Only if the answers are “yes” to these questions, do you have a sales accepted lead that you can price. What determines that a lead will be accepted by sales?

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Reaping the Value of Long-term Leads

ViewPoint

They’re looking to you for what is frequently called column fodder, or price comparison after-the-fact, to justify the purchase of a competitive offering. If on the other hand, all 80 are worked appropriately, and sales closes 20% of the total at an average selling price of $250,000, revenue is doubled.

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Insights on Outbound Conference in Atlanta

ViewPoint

Elements of becoming a trusted advisor: Value (you are not selling your company or a price, you are selling what needs to be done and how); Care; Proactive in approach; Accountable (you sold it you own it); Insight driven; Future oriented; Strategic.”. Provide insights to make prospects unhappy. What should they change?”.

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Salespeople Must Accelerate Response or Fail

ViewPoint

Our competitor had already quoted a price, the SE was probably available, and we already knew the average install time. In the meantime, the per-seat average cost is $4,900” (which was 10% less than the competitor’s price). The proposal, he said, would cover the install time and requirements. I couldn’t stand it. “I