Partners in Excellence

NOVEMBER 29, 2018

” It’s generated a lot of great ideas and good discussion on both sides of the topic. In many cases, these people have a bonus element, such as achieving certain new product goals, manufacturing deadlines, and so forth. (Hmmm, this isn’t sounding much different than sales… ). People are measured.

Outsourcing Services 80

Outsourcing Services Conversion Customer Engineering 80

BuzzBoard

APRIL 3, 2023

You could line up 100 SMBs—plumbers or manicurists or lawyers—ask them how they market and advertise their business and you’d probably get 100 different answers. 1: Know Your Customer, Thoroughly It used to be that finding a high-street/local business prospect was as simple as walking down the street or looking through the phone book. . #1:

Ideal Customer Profile 52

Ideal Customer Profile Customer Lead Rank Lead Scoring 52

LeveragePoint

MAY 4, 2018

Has your sales team satisfied the most difficult customer stakeholders? A sales account executive needs substantive ways to stay involved. More importantly, stay engaged in your sponsor’s internal business case to buy. Handle a straight-up price negotiation by redirecting the discussion toward value and business impact.

Sales Cycle 20

Sales Cycle Negotiation Closing Case Study 20

LeveragePoint

SEPTEMBER 21, 2018

Good Value Propositions provide the 3 key ingredients of ABM for differentiated solutions by being helpful, specific and relevant , but the best Value Propositions for ABS are also robust to the challenges of live sales interactions with sophisticated customers. Stakeholders within an Account. Where do stakeholders sit in the organization?

Account Based Marketing 20

Account Based Marketing Account Lead Rank Lead Scoring 20

LeveragePoint

MARCH 23, 2018

As highlighted in our last blog, the biggest sales challenge early in the sales cycle is usually combatting the status quo and getting a buyer to evaluate your solution with the active involvement of your sales team. Effective Team Selling as Customers Evaluate. Make meetings customer-centric. Customize.

Sales Cycle 20

Sales Cycle Case Study Customer Analysis 20