Feature/Benefit – Or – Feature/Price

The Pipeline

Every tribe has its myths, collective beliefs, and things they claim to believe, things they avoid or adhere to, for sales the concept of Feature/Benefit is a go to favourite. Benefits? There are a number of iterations of Feature/Benefit selling that are quite effective.

Features And Benefits

Partners in Excellence

Somehow, we think features and benefits are important. Every beginning sales course talks about how we present Features And Benefits (When I first started, I learned how to present Features-Advantages-Benefits —-FABs). and focusing on features and benefits.

The Benefits of Completely Bashing Your Competition

Understanding the Sales Force

meowu%20/ 123RF Stock Photo">Image Copyright: 123RF Stock Photo. The circus will be coming to an end in just under 2 weeks. Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos.

Beneath the Surface Benefits

Selling Energy

For most businesses, you might think that the primary driver for energy efficiency projects is saving money on the utility bill. However, if you view all proposed projects through the energy-cost-savings lens alone, you’re probably overlooking some of the most compelling motivations to proceed.

In the Race to Win More Customers, Sales Needs Digital Transformation

stay the course, constantly innovating and improving strategy, culture, operating models and processes, in order to truly benefit. Most organizations surveyed have benefited from. enough ROI or productivity benefits. considerable benefits (see “Benefits of intelligent, automated.

7 Benefits to Failing

A Sales Guy

In spite of its negative impact on our lives and it’s ability to keep us from doing new and different things, fear provides tremendous benefits. Capitalize on the benefits of failure, ’cause they turn into success. There are too many benefits to falling on your face.

6 Business Benefits of Employee Advocacy

Accent Technologies

Learn what it is, how it benefits business and tips for success. Here are six business benefits of employee advocacy, as well as six practical tips for success. Not sure if you need an employee advocacy program? Then this series is for you.

Who is Your Sales Meeting Benefitting?

The Sales Hunter

We all have sat through good and bad sales meetings, and it’s time to get serious about what I see happening far too often. The problem is the weekly sales meeting the manager has with their sales team. You know what I’m talking about. You probably are either in one on a regular basis […].

How Can Marketing Benefit from Social Selling?

Sales Benchmark Index

A marketing leader has many marketing activities to choose from. How do you know which are the most effective at reaching new customers? Do they respond to your emails? Probably not. We’ve noticed a consistent decline in response rates. So what’s a marketer to do?

7 Ways a Video Content Management System Can Benefit Your Business Beyond Marketing

Sales and Marketing Management

Author: Sean Gordon By now, the benefits of using video content in marketing are clear. The versatility of video content is a major reason why it has pushed marketing departments, large and small, to explore its benefits.

System 254

Benefits of Marketing Automation

Salesfusion

The post Benefits of Marketing Automation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Best Practices Lead Nurture Nurture Marketing

Salesforce Formulas for the Everyday Admin

Speaker: Steve Molis, Salesforce MVP

He’s put together a collection of universal formula tips and tricks, along with several of his personal favorites, so that you can get the benefit of a wealth of information without having to trawl through everybody else’s Salesforce problems.

How B2B Sales Benefits from Prescriptive Analytics

Smart Selling Tools

In today’s big data business world, sales reps often find themselves drowning in sales data and reports, rather than data improving their efficiency and effectiveness in selling.

Customers Buy Features at COST. You Sell BENEFITS at a Profit.

The Sales Hunter

Unless they see some sort of value or benefit in it, they wouldn’t. Key is it’s not that the customer wants to pay more, but they will because of the size of the need — or the benefit they’re looking to achieve is greater than the price.

Building Transparency Around Benefits and Compensation

CloserIQ

When it comes to benefits and compensation, transparency is an important – but challenging – goal to aim for. How can you begin working to create a culture of communication around benefits and compensation? Educate Your Workforce About Their Benefits.

Why Features & Benefits Don’t Work in Today’s World

MTD Sales Training

How many times have you heard that you shouldn’t just present features of your product, but you should also reiterate how those features benefit the prospect? Prospecting building the value business prospecting selling features and benefits It has been the staple diet of most. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

Benefits of Territory Mapping Software

Xactly

Sales territory mapping software offers more benefits than sales managers may realize. When your sales reps can spend less time figuring out their territory and more time generating leads, everyone benefits.

Features and Benefits versus Knowing How to Sell

Inside Sales Training

This results in a knowledgeable sales team that is quick to list features and benefits until the cows come home. He thought about it for a while and then launched into – you bet – a list of features and benefits about a pencil.

3 Benefits of Face-to-Face Relationship Selling

Sales and Marketing Management

Issue Date: 2015-06-01. Author: Doug Abercrombie. Teaser: The need for more face-to-face interaction with prospects and clients in this virtual age has never been more important.

‘Old School’ Sales Techniques Can Still Reap Benefits

Sales and Marketing Management

Issue Date: 2015-08-24. Author: John McGee, CEO of OptifiNow. Teaser: No matter if your business has traveling sales teams or not, there are aspects of that type of sales relationship that should still exist in every business transaction today.

Can Preventing Hiring Bias Benefit the Sales Hiring Process?

Understanding the Sales Force

Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing?

How Crucial are Benefit Statements?

The Sales Hunter

We are digging deeper into the 6 secrets of sales prospecting success and now we have arrived at the role of benefit statements. . The answer is in leaving what I refer to as a strong “benefit statement.” The benefit statement is typically a single sentence and it is something the customer would find of value, thus it’s a called a “benefit statement.” Use the benefit statement as the central part of the voicemail message.

When to Pivot from an Indirect to Direct Sales Model

Sales Benchmark Index

A indirect selling model has plenty of benefits. Startup companies generally leverage channel partners to get instant scale without inheriting fixed cost. Hiring a direct sales team is expensive. A fledgling company looking for additional capital to bring on headcount.

Sales Tips: 4 Benefits of CX Programs

Customer Centric Selling

Sales Tips: 4 Unexpected Benefits of Customer Experience Programs. By Primary Intelligence , a CustomerCentric Selling® Partner.

How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects. Leads are being nurtured daily by reps through their LinkedIn updates and Twitter Feeds. Sales cycles that begin with an online referral are closing more rapidly.

PODCAST 34: The Benefit of Finance Background to Help Company Growth w/ Rob Lopez

Sales Hacker

This week on the Sales Hacker podcast , we interview Rob Lopez , SVP of Sales at Justworks , one of the fastest growing businesses focused on HR including payroll, benefits and the like. The benefits of a career in finance on evaluating companies.

Benefits of Waking Up Early Series: #1 Motivation & Control

VuVan

All throughout college and the beginning of my post college career, I have been a night owl. I got used to staying up late and waking up late, I should say my body got used to staying up late. As time went by, I realized that by staying up late and getting up just in […]. Related posts: Waking up Early Tip #2: Schedule Important Items in the Morning To help you wake up in the morning, make a. Wake Up: Don’t Hit the Snooze Button! When your alarm clock goes off in the morning, do.

Stop Using Features and Benefits!

The Science and Art of Selling

Stop using Features and Benefits! Instead of naming features and benefits of your product and service, why wouldn’t you start with asking questions? Here we are talking about not features, not benefits, but their hot buttons. Stop using features and benefits.

Non-Utility-Cost Financial Benefits

Selling Energy

If you are hoping to redefine and turbocharge your value proposition, you’ll want to consider bringing up non-utility-cost financial benefits. As just one example, how many people trying to sell energy solutions actually take the time to quantify and monetize the value of improved productivity? All too often I hear a “salesperson” (as opposed to “sales professional”) say, “I told them it would make their people happier and more productive, but they seemed unimpressed.”

Non-Utility-Cost Financial Benefits

Selling Energy

If you are hoping to redefine and turbocharge your value proposition, you’ll want to consider bringing up non-utility-cost financial benefits. As just one example, how many people trying to sell energy solutions actually take the time to quantify and monetize the value of improved productivity? All too often I hear a “salesperson” (as opposed to “sales professional”) say, “I told them it would make their people happier and more productive, but they seemed unimpressed.”

Stop Using Features and Benefits!

The Science and Art of Selling

Stop using Features and Benefits! Instead of naming features and benefits of your product and service, why wouldn’t you start with asking questions? Here we are talking about not features, not benefits, but their hot buttons. Stop using features and benefits.

15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session.

Score More Sales

15 Ways Entrepreneurs Can Benefit From a Sales Strategy Session. Pingback: 15 Ways Entrepreneurs Can Benefit from a Sales Strategy Session — Score More Sales « Tech4buziness. Sales Tips and Strategies to Grow Revenues. About. Consulting. Training. Press. Speaking.

Who Benefits Most From Coaching?

Partners in Excellence

Many of those articles have provocative titles or themes like, Who Benefits Most From Coaching? Who benefits most from coaching? Sometimes, I feel like I may be living on a different planet.

5 Benefits of Territory Mapping Software

Xactly

Your sales territories are geographical areas managed by a sales rep or sales team. A territory can be defined by several factors, but most commonly, territories are mapped based on sales potential, sales history, geography, or a combination of factors.

Why Great Sales and Marketing Copy Is About Turning Features to Benefits

SalesFolk

I see a lot of people confusing features with benefits, especially in the tech world. I made this short video explaining the difference between features and benefits, and why the distinction is so important. Persuasive Writing cold email how to turn features into benefits

How Marketing Software Benefits Your Sales Team

Salesfusion

The post How Marketing Software Benefits Your Sales Team appeared first on Salesfusion. Lead Nurture Sales CRM Website Tracking

How Your Company Can Benefit from Cloud CPQ Software

Sales and Marketing Management

Author: Will Spendlove, Vice President of Marketing, Salesforce CPQ Sometimes it seems as if the whole point of technology is just to replace other technology. Better, smarter machines increase the pace of life, which requires even better, even smarter machines, and so on. The sales process too has been drastically affected. In fact, buying cycles have increased in length by more than 20 percent over the past five years alone.

Gartner: The Importance of Value, not just Benefits

The ROI Guy

The task usually involves listing all of the features, and trying to figure out the potential benefits that the buyer can achieve by taking advantage of each. rather than delivering an endless pitch about your solutions and the savings / benefits that could be achieved.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. By spelling out the steps that great sales performers use intuitively, you can develop the rest of your sales staff.

Selling Benefits and Not Features: Why is This So Hard to Do?

The Sales Hunter

One of the best examples I’ve found when trying to see the difference between product features and customer benefits is to think of it in terms of music. I buy it based on the benefit I’m going to receive from listening to it. What are the benefits you want fulfilled? No, you chose not to buy something because it isn’t going to deliver the benefits you desire.

How do you Develop and Communicate your Unique Business Benefits?

The ROI Guy

Unfortunately most value messaging development efforts take a decidedly product-centric view of the derived benefits vs. customer perspective, and most efforts flat out miss key benefits that are important to specific stakeholders. Benefit Categories?

The Immediate Benefits of Implementing a Sales Management System

LevelEleven

The post The Immediate Benefits of Implementing a Sales Management System appeared first on LevelEleven. Q & A with Derek Wong, Geopointe Sales Development Supervisor.

What to Do When Selling Benefits Doesn’t Work: On Breakthrough Business Strategies Radio

The Sales Heretic

You’ve pointed out the many benefits of your product or service. Sales benefits business owner presentation professional prospect selling strategiesIt’s not merely frustrating—it’s maddening! You’ve made your case. It’s a no-brainer. And the prospect STILL won’t buy! Why??? And more importantly, what can you do about it? Listen to my appearance on Breakthrough Business Strategies Radio with Michele Price. In this hour-and-15-minute interview, I discuss: • [.].