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The epidemic in B2B sales prospecting

Avitage

Too often they bring their traditional selling mindset, process and skillset with them. But the B2B sales prospecting epidemic has a more fundamental core cause than consultative or solutions orientation. The post The epidemic in B2B sales prospecting appeared first on Avitage.

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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. 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.

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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. A significant cause is sellers haven’t realigned messages, sales conversations, and sales process to the way buyers buy. In fact, often they are most challenged.

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Getting Sales Content Right

Avitage

Content is the first “product” prospective customers “acquire” through sharing their attention and contact information. It is the “currency” that earns sales people consideration by prospects for initial conversations. The post Getting Sales Content Right appeared first on Avitage.

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Why You Need a B2B Sales Content Strategy

Avitage

The right content addresses every key buyer decision point throughout the customer engagement process. As it is for marketers, content is essential to capture prospect attention and generate interest. For sales people, tracking prospect content consumption indicates interest, intent and timing.

B2B Sales 120
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The Missing Ingredient for Sales Coaching

Avitage

To be successful sales people need: Knowledge and information (including sales strategy and process), Skills and techniques, Conversations and messages These inputs enable sale people to know What to do, What to say, How to say it. “Regression to the norm” […].

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Best Practice B2B Resource Center as a Hub for Relevant Content Delivery & Lead Nurturing

Avitage

A B2B web site resource center is a key hub for any B2B marketer looking to transform their web site from a billboard which prospects view but bounce off – never to return again – to a trusted resource where prospects engage over time as they move through their buying process. recipe sites).