Remove product-offer

How to Drive New Product Offerings Through Channel Partners

Sales Benchmark Index

Article Corporate Strategy Sales Strategy channel framework channel optimization channel sales cover market indirect channels sales leader select channels selling channels svp of sales

Buyers Don’t Buy What You Sell….Buyers Buy What Will Change Their Future

MTD Sales Training

In many salespeople’s minds, the most important thing they need to improve is their product knowledge. They think that if they have an in-depth knowledge of everything their product does, they will. [[ This is a content summary only. Sales Tips how to sell your product offering your client something for the future using emotions to sell your product

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Get Ready for the TilLT Sales Development Challenge

DiscoverOrg Sales

Teams focused in this area are tasked with the front-line communication required to open the eyes of prospects to the pain-point solving their product offers. Tailored Conviction & Authenticity: Make Them Believe Your Faith in the Product.

Five (More) CRM Myths—Busted


CRM vendors are no different: Over the past year, numerous CRM vendors (full disclosure: including SugarCRM) have introduced AI components into their product offerings. More precisely, AI’s role in CRM is one of more subtle influence, where it augments and complements business operations and a human’s skills so that the end product—the customer or user experience—is improved. (Editor’s note: the following post originally appeared on ).

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31+ Flavors of CRM – Got B2C Sales CRM?


Uniformity of Offer — B2C sales are typically a uniform product offering; B2B tend to be a more customized product offering. By Alyssa Trenkamp.

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The Wrong Way to Ask Sales Questions

The Shameless Sales Blog

I was thinking this morning about approaching a potential new business partner to products for my wife's business. So your product is mostly for women? He would now be thinking that I only have a product offer appropriate for a market of women aged 30-55 years old, when in fact this product is not limited to just women, or that age demographic. So don't color your questions with information about your product.

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6 Rules for an Effective “No Negotiation” Policy

The Sales Hunter

Sales team must understand and believe in the product offering. Does your company have a “No Negotiation” policy when it comes to sales? If not, I highly encourage you to get one in place. Once the policy is implemented, there are six rules to follow.

Create Value by Providing Choice


They made a management decision to primarily stock stores with A&P brand products. Some products are sold simply on the basis of providing choice. Products offering limited choices are less attractive. iPhones came into the market and offered more choices, so iPods became undesirable. Offering a bribe involves external motivation. Customers buy because they think having the product will make them happy.

A Value Conversation

A Sales Guy

Does the price of my product offer enough value for you to invest? Does the price of my product offer enough value for you to invest? Sales is a value conversation. Sales Person: Do you see value Mr. Customer? Have I demonstrated enough value that you’d like to buy?

Are You Ready for 2015 Business Planning?

Your Sales Management Guru

The program was an effort by the vendor to increase the professionalism and productivity of their partners. What assumptions did you make about your product offerings in 2014? Are You Ready for 2015 Business Planning ?

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How to Hire a Sales Team: The Complete Guide


” “Sales is a channel, so the first question isn’t when to hire sales people, but rather if sales is the right channel for your product or service ,” Molad adds. Some products need to be sold, while others can be marketed in a self-service fashion.” Hire for new product rollouts and new audiences. If you’re rolling out new products or services to the market, it may be another cue to expand your sales team.

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Sales Tips: How to Execute a Top-Down Selling Approach

Customer Centric Selling

Top-down vs. bottom-up sales approaches for complex B2B offerings are polar opposites. Whether a nurtured lead or a proactive contact to mid or low-level staff, the primary focus of the early stages of opportunities will primarily focus on product and price.

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17 Sales Tips A Buyer Would Give You If You Would Listen

MTD Sales Training

This means making your product offering so compelling, the buyer has no choice but to want to contact you. Buyers are not interested in your products or services. What they are interested in is what your products and services will do for them or their business. The buyer has probably done a lot of homework already, and will know a lot about the products if they are interested. Tell me how your products and services have benefited other, similar companies.

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Product pitches – nothing dies harder than a bad idea

Sales Training Connection

Product sales pitches. If you are an avid reader of sales blogs, it’s likely you will come across three or four blogs a week about the secret sauce for creating a winning product pitch. But the product pitch hasn’t and that’s a problem. Why are product pitches a bad idea?

Don’t Be a Trade Show Vulture! Here’s 10 Steps for Event Follow Up Success

Sales Hacker

Make sure your offer is relevant. I really don’t need or want your product. Make Sure Your Offer Is Relevant. Did they actually download the free premium content you offered?

The Ultimate Guide to Sales Prospecting: Tips, Techniques, & Tools to Succeed

Hubspot Sales

Leads or prospects, the end goal is the same: Nurture potential customers until they buy our product or service. Objection: A prospect’s challenge leading to opposing a product or service, i.e. budget, time constraints. Cold calling: Unsolicited calls to sell a product or service.

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Competencies That Influence Sales Success

Anthony Cole Training

Other contributing factors might be the direction of a company or its product offering or it's pricing strategy. Sales Success is influenced by many factors. The economy being a major one in that it has a significant impact on 'consumer and business confidence'.

Who to sell to is changing – what are you doing about that?

Sales Training Connection

and “are our product offerings configured so that the new buyers find them compelling?” Buying process. In a recent survey Bain found that “nearly 1/3 of the technology purchasing power has moved to executives outside of IT.”.

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The Five Words Which Really Excite C-Lounge Residents

Jonathan Farrington

Thinking about that last paragraph, there is one sub-statement that really stands out “give the customer what they need or want” But what if we are selling a product/solution/service that the suspect/prospect doesn’t know they need or want? Now, when you think about your solution/service/product offering, can you prove that it can achieve any of those five objectives?

7 No B t Questions to Ask When Hiring a Sales Consultant

Sales Hacker

Does the sales consultant understand your product solution? Does The Consultant Understand Your Product Solution? The sales consultant you choose needs to embrace both your solution offering, and your customers as much as you do. If your consultant does not offer this, RED FLAG!

Sales Excellence Studies Propigate Mediocrity

Understanding the Sales Force

Most are simply seasoning to make their product offerings smell and taste better. (c) Understanding the Sales Force by Dave Kurlan If you conduct a Google search for Sales Excellence Studies you'll find more than 20,000 results.

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Guest Post: Opportunity Lost: What Don’t Your Testimonials Say About You?

Sell More and Work Less

’ve seen too many websites with inspiring product offers, gorgeous video, and testimonials to the effect that “you guys really came through for us,” attributed to a “major software company.” Testimonial Director is a service that has templated the fine process of collecting testimonials efficiently and making sure they contain the appropriate information. Their website is also a great example of testimonials done well.)

Are you Building Your Lead Gen Program in the Dark?

Sales Benchmark Index

Often weights vary from region to region, vertical to vertical and product to product. Additionally, companies with multiple products/offerings can have multiple ICPs. Marketing leaders are under great pressure these days. They need to produce, and produce fast.

Sales Tips: How "Hurt and Rescue" Leads Naturally to Your Offerings

Customer Centric Selling

Sales Tips: "Hurt and Rescue" Earns You the Right to Talk Product with Executive Buyers. Talk mostly about their products/offerings. This shouldn’t come as a great surprise to companies that hire them and immediately subject sellers to product training.

100 Case Study Interview Questions [Updated for 2018]

Hubspot Sales

They help you earn a prospect’s trust, show them what life would be like as your customer, and validate that your product or service works. Use these prompts to get started and add more specific case study interview questions for your business or products.

Sales Excellence Studies Propagate Mediocrity

Understanding the Sales Force

Most are simply seasoning to make their product offerings smell and taste better. (c) Understanding the Sales Force by Dave Kurlan If you conduct a Google search for "sales excellence studies" , you'll find more than 20,000 results.

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Sales Tips: Bad Assumption #7 - Executives Are Interested in Offerings

Customer Centric Selling

Sales Tips: Bad Assumption #7 - Executives Are Interested In Offerings. Companies that don’t provide messaging guidance on how to make calls on executives do a disservice with the significant amount of product training they provide. They want the “Cliff Notes” version about offerings.

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The Ultimate Guide to Objection Handling: 40 Common Sales Objections & How to Respond

Hubspot Sales

Competitor X says [false statement about your product].". I don't see what your product could do for me.". "I I don't understand your product.". We don't have capacity to implement the product.". Your product is just too complicated.". Your product doesn't have X feature, and we need it.". Your product doesn't work with our current set-up.". Your product sounds great, but I'm too swamped right now.". Finally, offer a neutral recommendation.

Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

So the challenge that marketing and sales teams face when selling through indirect channels is effectively arming reps with compelling content that positions their products correctly against competitors and in a way that is focused on buyer needs.

The ultimate sales guide to setting and discussing pricing


There’s an old joke in sales about selling products at a loss but making it up on volume. There is a scientific way to figure out the optimal price point for your product. How to find (and test) the ideal price for your product or service. Restricted features + Premium offerings.

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CPQ Makes It Selling Season All Year Long

Cincom Smart Selling

CPQ (Configure-Price-Quote) offers five easy ways to address the challenges of seasonal selling by flattening out those peaks and valleys associated with natural, seasonal demand cycles. Seasonal sales cycles affect almost any product or service to some degree. There are many strategies to address seasonal cycles that involve how you manage products and influence how you develop new products. This product line lends itself to product-bundling strategies.

Ten Minus Seven Do's For Successful Selling

Anthony Cole Training

You may not be the most talented sales person with the best network or products or pricing but if you go do the work you will be successful in spite of everything else. I'm talking about the skill of selling not the knowledge of how to present your product.

Sales Tips: Stop Spouting Features Buyers Don't Need

Customer Centric Selling

Most salespeople are proud of the products/offerings they sell. The most significant mistake I made when starting my Sales career was to believe my job was educating buyers about offerings. Offering only those capabilities that address the barriers.

How to succeed as a modern day Sales Development Rep


The role of an SDR has evolved from the days of cold calls and product pitching to a modern, more comprehensive and personalized approach to selling. Having a clear understanding of the Ideal Customer Profile (ICP) is a must for any sales development representative that wants to effectively sell their product or service. The modern-day SDR is very clear about who makes up their target market and how their product or service will benefit them.

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7 Ways to Kill Sales Training

Sales Benchmark Index

Internal processes, titles, product/offering names, even names of personnel are in the customization. Sales Leaders leverage Sales Training as a tool for improvement. HR Leaders in Learning and Development get tasked with making it happen.

Sales Management: Finish Off October, Set Up November!

Your Sales Management Guru

I thought I would offer them and ask for more ideas from our team of readers! Create a post card, letter from the President, etc… Invite everyone to your offices-add a few vendors as well and offer additional services/product offerings. Ken Thoreson provides Keynotes, consulting services and products designed to improve business performance. Sales Management: Finish Off October, Set Up November.

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13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

Your products or offerings monopolize the market. You have pure commodity products/offerings that sell themselves (consider inside sales!). “Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions.

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How To Create Urgency In The Sale

MTD Sales Training

You offer a price discount as an inducement, but still the prospect sees no reason to buy TODAY. As an example, let’s imagine one of the benefits your product offers is that it helps clients save money on their heating costs. The sales interaction went well.

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How to Organize Your Sales Force to Generate More Revenue

Sales Benchmark Index

New product launch failures. Product – similar to industry. However, your reps in this model are organized by specific product offerings. Make the # by: Leveraging product expertise to sell more of each one.

How building a Buyer Persona from our CRM data skyrocketed our sales


We all believed we had a great product but it was just not selling like it should. The CEO built the product because he could see the monetary benefits of high performing teams. Some further investigation revealed that our product just wasn’t high enough on their agenda. We used their language from past sales conversations and described the product and problem in terms they could relate to. Tailor campaigns and offers to specific persona.