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2017 - “The Year of Value”

The ROI Guy

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy. Sources: 2017 – The Year B2B Sales Reps Can Finally Sell Value? The good news, the research is crystal clear. What does a great “Value” program look like?

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November Referral Selling Insights

No More Cold Calling

Closing the sales year with a bang is nice, but if you’re not already getting a jump-start on business development for 2017, you’re running behind. Buyers are finalizing their 2017 budgets now, so reach out to your current clients and ensure you’re still on their radar. Building professional skills takes practice—deliberate practice.

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We’re Long Past Our “Use By Date”

Partners in Excellence

I remember in 2017, taking great joy in bringing a can of something that said, “Use by 12/2004.” ”) But as I look to much of what we do in business/sales/marketing/customer experience, so many of the things that we to are long past their “Use by dates.” Marketing creates awareness, interest, and demand.

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Excuses Don’t Count: December Referral Selling Insights

Pipeliner

Based on what I’ve heard from sales leaders, 2017 wasn’t much better. Perhaps they: Depended on marketing to send them qualified sales leads. Lacked requisite selling skills to engage in a value conversation. There are many possible reasons that account based sales reps miss quota.

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Sales Tips: No More Excuses

Customer Centric Selling

Sales and marketing management, in an attempt to be responsive, may change its pricing or give their salespeople more pricing flexibility when competing for new business. If you do, then I'd like to invite you to join me in Denver, March 7-10th for my first public CustomerCentric Selling® workshop of 2017 that is open to everyone.

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The MEDDPICC Leverage

MEDDIC

Each company has its own challenges: a market opportunity that is not going to last, pressure from the competition, ambitious goals set by investors, etc. TOOLS DON’T SELL; SKILLED SELLERS DO. This information is easy to understand and publicly available, but how many people actually do it?

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“How” You Sell Is As Important As “What” You Sell – Here’s Why

Gong.io

Take marketing technology as one shining example of this…. In 2011, the marketing technology landscape consisted of a total of 150 competitors in the space: Now, you’d think that 150 is already a lot to handle. Before you scroll down, can you guess how many are in the category today (2017)? Take a wild guess. Answer: 5,000.