Webbiquity
FEBRUARY 14, 2010
The key role of sales is to provide that last 5% needed to reach a buying decision: the company’s differentiating value , or what pain the prospect will experience if they don’t buy the right product or service. There is a crying need for this. Prospective buyers are overloaded with information.
Ambal's Amusings
AUGUST 27, 2010
"Effective content for either technical or business buyers needs to address issues that keep them awake at night" Tom Pick's Bio. Those that manage innovation most effectively not only grow faster than their peers but are also more profitable and have stronger competitive differentiation. MarketingSherpa.
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The ROI Guy
JULY 19, 2012
In order to break the bias, you need to show how the costs of change are decisively outweighed by 2 times greater potential gains. Buyers need to clearly know what’s in it for them specifically. via quantifying the differentiating value and competitive cost advantages of your solution versus competitive offerings.
The ROI Guy
JANUARY 17, 2011
These buyers need a reason to engage – and delivering personalized, proprietary and consultative benchmarks, insight and advice is essential. Differentiate Example: ShoreTel TCO Tool The Unified Communications market is extremely competitive, and an emerging leader, ShoreTel, needed to demonstrate head-to-head cost advantages.
The ROI Guy
APRIL 21, 2010
Leading B2B solution providers recognize that old sales and marketing techniques need to evolve to meet these new buyer demands. In 2009, Alinean and IDC updated annual research conducted since 2003 on the ROI from implementing business value tools. This resulted in 23% higher channel partner retention rates.
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