DiscoverOrg
JULY 10, 2018
Here are some common scenarios : PROSPECT: “I’m worried that your product is more software than we need, and -”. Your competitor’s product is half the price and has more -”. Bryerton suggests an approach like this: “Pricing seems to be a big concern for you. PROSPECT: “It’s too expensive. SALESPERSON: “Our ROI is huge!
DiscoverOrg
SEPTEMBER 26, 2018
Why your perceived price point is too high, or why that feature that you lack should be minimalized. For example, “Your price is too high.” That can mean several different things: Your price is too high relative to competitors that I’ve looked at. How your compare to a competitor. How you differentiate.
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DiscoverOrg
MAY 29, 2019
A sales demo that’s focused on a few specific solutions may require more discovery time on the front end; this is especially true if you sell software with a wide range of features and use cases. The modern sales software demo is value-based, and focused on use cases that address the prospect’s unique and specific problems.
DiscoverOrg
OCTOBER 19, 2017
I became interested in target account marketing, which I later learned to call ABM, while tying to efficiently grow a software business. Based on this, in 2015, I began building an ABM program focused on selecting a list of target accounts and finding ways to promote specifically to those accounts, with the help of Kristen Wendel.
DiscoverOrg
JANUARY 23, 2019
In an account-based world – and really any software buying committee – you typically have eight to ten buyers out there. Oh, and by the way – They’re engaging with the product features and pricing pages.). But you also need to start thinking about personas. Could there be a better time for your SDR to reach out?
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