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The pace of change continues to accelerate in the B2B sales landscape. Corporate buyers have increasingly greater access to information, across multiple platforms, and in many formats, placing them in greater control of their purchasing process than ever before.
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Categories: Sales Discovery Process | Trap Setting Questions
There is no value without a customer problem. That premise is one of the most basic sales principles. Finding a customer problem is the first step to winning the business. The second step is effectively demonstrating why your solution is a better one than the competition's. Trap-Setting Questions help you steer a discovery session toward your differentiators. We call them "trap setting" because they trap your competition. They highlight the value that a customer will receive with your solution and the components they won't have if they choose your competitor.
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The odds are that your organization is spending fist fulls of dollars on inbound marketing and generating qualified leads, many of which do not close that quarter, or the next. That’s because qualified doesn’t necessarily mean “ready to buy today!" SiriusDecisions has found that 70% of the qualified leads that make it to sales get disqualified or discarded by sales, sent back to marketing or nowhere at all. Here’s the catch: Up to 80% of those “dead end” prospects will ultimately go on to buy from you – or from a competitor – within the next 18 – 24 months.
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Categories: Sales Process
We received a lot of great feedback from our “Building Up Your Champion” podcast that we published last month. So much so that we wanted to provide some additional resources for you to further leverage the Champion relationship.
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Categories: Podcasts
Champions can be integral to your success in an account. When you have a true champion, you have an advocate who is invested in your winning the business. However, the relationship shouldn't end with closing the initial opportunity. Best-in-class salespeople lift up their champion in a way that demonstrates business value.
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Categories: Competitors | Differentiation | Sales Conversation
There’s hardly an opportunity that doesn’t come with some sort of competition. Whether it’s an established vendor that has the upper-hand, or you are dealing with some internal forces that are making it hard to move your opportunity forward. Today, The Command Center breaks down how to deal with significant obstacles in your opportunity.
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