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.

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.

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.

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 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?

Benefits of Marketing Automation


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

3 Benefits of Face-to-Face Relationship Selling

Sales and Marketing

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.

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


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.

The Immediate Benefits of Implementing a Sales Management System


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

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.

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! ]].

How Your Company Can Benefit from Cloud CPQ Software

Sales and Marketing

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.

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.

‘Old School’ Sales Techniques Can Still Reap Benefits

Sales and Marketing

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.

VIDEO SALES TIP: Your Customer Wants Outcomes, Not “Benefits”

The Sales Hunter

Sure, we’ve all heard that salespeople need to focus on “benefits,” not “features.” Check out the below video to see what I mean about outcomes rather than benefits: Copyright 2013, Mark Hunter “The Sales Hunter.”

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.

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.

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 […].

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.

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.

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: • [.].

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


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


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

Sales Tips: Financial Benefits - The Missing Link

Customer Centric Selling

Sales Tips: Uncover the True Value of Financial Benefits. By Jim Naro, CustomerCentric Selling® Certified Business Partner.

Sales Tips: Don't Limit Benefits to Just One Perspective

Customer Centric Selling

Sales Tips: Don't Limit Benefits to Just One Perspective. By John Holland, Chief Content Officer, CustomerCentric Selling®.

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.

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?

ACI Worldwide Universal Payments Benefits Estimator

The ROI Guy

It needed a way for customers to quickly understand the financial benefits of the Universal Payments solution. ACI Worldwide Alinean Benefits Estimator Pisello ROI Calculator Universal Payment Value Marketing Value Selling

What Do They Need YOU For?

The Sales Heretic

Sales benefits consultant customer expert features guru products prospect service trainer valueSales has changed. These days, buyers can get virtually anything they want online. And not just consumers, but business, government, and educational buyers as well.

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.

Storytelling with Data: 3 Steps Every Rep Can Benefit from Immediately

Hubspot Sales

The best way to accomplish this is by asking open-ended questions such as: “ Who do you think will benefit most from this initiative and why? ”. Success in selling belongs to those who can balance the roles of analyst and storyteller.

Data 86

Sharing The Benefits Of Reply Email Mining Along The East Coast


The post Sharing The Benefits Of Reply Email Mining Along The East Coast appeared first on LeadGnome. Last week was a busy one! I was honored to be able to attend two separate events – in two separate cities – just one day apart!

Sales Tips: Cost vs. Benefit To Do's and NOT To Do

Customer Centric Selling

Sales Tips: What To Do and NOT To Do with Costs vs. Benefits. By John Holland, Chief Content Officer, CustomerCentric Selling®.

Going Beyond Cost – Benefit Analysis

Partners in Excellence

For too many, sales people provide a price, and maybe a list of features and benefits that might be translated to business value–but we encumber the customer with the job of justifying the solution themselves. To develop a great business justification, we have to really understand what our products actually do–not how they work, not all the features and benefits, but how they help improve customer results.

14 Marketing Automation Benefits for 2014


You may first partner with us because we offer the best partner compensation and benefits in the industry. [one_half valign="middle"] Partner Portal. Why Partner With SalesFUSION. [/one_half]

Value Selling: The Difference Between Features, Benefits, and Value

Sales Result

Traditionally, if the average deal size is relatively small, sales reps generally are able to successfully sell the product based on features and benefits; however, when the average deal size significantly increases, prospective clients expect to hear more than that—they want to hear and receive value. When looking to grow revenue, a common strategy is to increase your deal size and sell upstream.

The benefits of the salesforce AppExchange for SMB and enterprise businesses


The major benefits of plugging in an AppExchange app include: Ready-to-use functionality. The post The benefits of the salesforce AppExchange for SMB and enterprise businesses appeared first on The PandaDoc Blog. What is the Salesforce AppExchange?

The Benefit Summary Close

Tom Hopkins

When the benefits of owning a product outweigh the benefits of keeping money in your pocket, the sale is made. Related posts: Knowing When to Close the Sale. Be Aware of Unique Cultural Needs in Sales. Closing Sales = Sweet Success. Closes Closing Sales closing closing sales sales closing sales skills