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The epidemic in B2B sales prospecting

Avitage

Sales pipeline quality, volume and conversion rates are both symptom and impact of this condition. This condition is especially evident in companies that are engaged in a complex or solution sale. Sometimes this is called a system or platform sale. The post The epidemic in B2B sales prospecting appeared first on Avitage.

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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. Symptoms include too few quality additions to the sales pipeline, protracted and lengthening sales cycles, and low win rates. There was significant, eager demand for their products.

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Getting Sales Content Right

Avitage

As B2B selling organizations attempt to transition from a product to solution or value sale, they must deal with the new realities of selling in a digital era characterized by self-educating teams of buyers. Two of the most under-served B2B functions when it comes to content are direct and channel sales organizations.

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Changing Your Sales Mindset

Avitage

Unfortunately, most sales professionals focus primarily on learning sales techniques. Adopting a better sales mindset might be what’s required. With the typical sales mindset, techniques might be even be experienced by prospects as gimmicks. The post Changing Your Sales Mindset 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. If your sales role is major accounts, you have even more at stake.

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How to Define Sales Use Case Requirements for Your Sales Content Strategy

Avitage

The design point for your B2B sales content strategy must be your buyer’s engagement model, mapped against your sales strategy. Without well-defined and documented sales use case requirements, effective sales content strategy is not possible. Fundamentally, it must be conversation centered.

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Improve Sales Proficiency With Relevant Sales Conversations

Avitage

Traditionally, buyers were dependent on vendors through their sales representatives for information. This “conversation” typically went: “Here’s what we have (product, solution), here’s what it does (features), here’s how it will help you solve your problem (benefits).”

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