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How to Ease Your Sales Team Into Social Sales


But after working with thousands of salespeople and their managers (and after some self-analysis on my own reluctance to “join the conversation”), I think I may have discovered at least three of the reasons that are holding them back. But that open competition comes with a price.

B2B Sales Cycle: 4 steps to avoid the wasteful ‘no decision’

B2B Lead Generation Blog

But, if I’m a VP of Sales, I’ll be really peeved if you lose to ‘no decision,’ because you probably wasted my time as well as a lot of resources around the company in terms of getting help from manufacturing, customer support and finance — all to get to the point where nothing happened.”. If a sales professional says, ‘I submitted a proposal,’ and your customer says, ‘I got a price quote,’ that’s a sign of misaligned perceptions and selling-buying cycles,” says Dickie.

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The Economic-Focused Buyer Drives Need for New B2B Sales and Marketing Strategies for 2012

The ROI Guy

This condition, termed Frugalnomics, means that buyers are overloaded and forced to do-more-with-less, uncertain about their budgets, and required to financially justify new investments. Advice: Discounts can be used to win business, and low-price providers will have an inherent advantage. 5) Economic Justification Required – Each proposed solution is subject to more financial scrutiny by senior executives, raising the level of financial justification required.

Five Reasons You May Not Be Spending Enough on Content Marketing

The ROI Guy

Content and tools that help buyers assess the economic impact of implementing the proposed solutions, or the cost of “doing nothing”, are essential. As a result, over 81% of buyers expect vendors to quantify business value of proposed solutions.

Selling Software to the C-Suite REQUIRES Quantified Value

The ROI Guy

1) Value Proposition - early in the lifecycle you can guess at customer needs and propose how the solution mught derive value 2) Value Hypothesis - during engagement with the customer you can investigate pain points and how the solution can help customer save, streamline or overcome the issues. 3) Formal Value Reviews - post sale, reviewing the value received vs. the value proposed to determine gaps and assure value derivation.