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.

How BMW Would Have Benefited from Social Selling

Sales Benchmark Index

The message boards holding the conversations could be identified. They need to know what conversations they should engage in and which ones to avoid. Sales Operations leaders have seen the power of Social Selling. The top of the funnel is filling with highly qualified prospects.

8 Key Benefits of Account Based Collaboration

Troops

In this post, we take a closer look at the benefits of Account Based Collaboration. So far, we’ve seen eight key benefits of Account Based Collaboration that have sales leaders raving about team selling. The post 8 Key Benefits of Account Based Collaboration appeared first on Troops.

Features and Benefits versus Knowing How to Sell

Mr. Inside Sales

This results in a knowledgeable sales team that is quick to list features and benefits until the cows come home. This creates a lot of conversations, but not a lot of sales.”.

3 Cold Email Mistakes That Ruin Sales Conversations

SalesFolk

Your ego is on the line – will your message resonate with the people you want to start a sales conversation with, or will you be rejected or ignored? Vague descriptors ruin sales conversations. Not all your benefits will appeal to every single person on your list.

10 Conversations to Retain Millennial Sales Talent

Sales Benchmark Index

This tool is a practical guide to 10 conversations that will boost retention. During the recent downturn, many sales forces benefitted from a uniquely capable labor market. Ten Best Practice Conversations with Gen-Y Reps. Each conversation covers one of the topics listed below.

Realtors – Time to Change the Sales Conversation

Increase Sales

After having our home listed as For Sale By Owner (FSBO ), I realize realtors have not changed their sales conversation for many years. Now there are some real estate sales training programs that attempt start with changing the internal sales conversations and that is good.

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.

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Riding the Magical Mystery Tour of Sales Conversations

Increase Sales

Sometimes in our sales conversations we become unfortunately robotic or conditioned to what we expect to hear or want to hear. Yet, there is something almost magical and mysterious when we do not know each step of those sales conversations.

Building Transparency Around Benefits and Compensation

CloserIQ

When it comes to benefits and compensation, transparency is an important – but challenging – goal to aim for. Conversations on this topic can at times be uncomfortable for employees and managers alike. Educate Your Workforce About Their Benefits.

Do You Replay Conversations?

Smooth Sale

Attract the Right Job or Clientele: The one sales strategy I found to work best is, I replay conversations. Examining conversations and the verbiage used opens ideas to new questions and ideas. At the same time, the conversation became relaxed as our relationship was building.

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. If you and your competitors use the basic sales stages in the same sequence and say and do the same things during your prospect conversations, no one will stand out and prospects will become confused.

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?

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

Are You Having the Wrong Conversations?

Engage Selling

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details.

5 Benefits of Territory Mapping Software

Xactly

How can you increase conversions in each territory? Your sales territories are geographical areas managed by a sales rep or sales team.

The Immediate Benefits of Implementing a Sales Management System

LevelEleven

Whether I’m preparing for a formal coaching session with a struggling team member or just having a casual catch-up conversation at lunch or in the hallway, I can immediately see where that team member stands relative to their goals and provide feedback and advice as needed.

Who Benefits Most From Coaching?

Partners in Excellence

Many of those articles have provocative titles or themes like, Who Benefits Most From Coaching? This mandates coaching in virtually every conversation. All the time, every conversation, every review has coaching opportunities. Who benefits most from coaching?

7 Benefits of a Prescriptive Sales Process

Your Sales Management Guru

7 Benefits of a Prescriptive Sales Process. If you and your competitors use the basic sales stages in the same sequence and say and do the same things during your prospect conversations, no one will stand out and prospects will become confused.

9 Secret Elements of Highly Effective Sales Conversations

Openview

There’s only one thing dividing your rainmakers from their less successful peers : Their sales conversations. And low performers speak even more — a mind-numbing 72% of the conversation. Coffee shop conversations”. Editor’s Note: This article first appeared on the Gong.io

Driving the Conversation

Platinum Rules for Success

This week, Scott Zimmerman shows us how we can use The Platinum Rule in order to help guide us through any conversation and take your sales game to the next level. Driving the Conversation. Let them know where the conversation is going.

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.

Are You Having the Wrong Sales Conversation?

Engage Selling

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details.

125 Conversation Starters For Virtually Any Situation

Hubspot Sales

Conversation Starters. A good conversation starter can transform an awkward, stilted conversation into an interesting, enjoyable discussion. In other words, the ability to start a conversation translates to real business. What makes a good conversation starter?

ADP TotalSource Conversation Guide

The ROI Guy

Alinean worked with ADP to create the ADP TotalSource Conversation Guide, a Benefits Estimator that can be used to quickly diagnose HR issues and provide a personalized analysis as to the current cost issues and potential benefits from leveraging ADP TotalSource.

How to Begin the ROI Conversation

No More Cold Calling

You have to prove it—not by talking about benefits or features, but by justifying ROI. You conduct a great meeting with a business prospect, engage in smart conversation, and exchange ideas. If you can’t prove your product gets results, you won’t get the sale.

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Do You Make These 13 Mistakes During Your Sales Conversations?

Sales Hacker

Mistakes during your sales conversations cost you deals. That means you can’t afford to slip up during sales conversations. has analyzed sales conversations with machine learning and AI for nearly two years. Top salespeople insert them evenly throughout the conversation.

The Focus of Conversation

Engage Selling

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation. Your average salesperson will spend hours preparing sheets that outline their product’s features, benefits, pricing and other details.

Sales Tech Game Changers: @Highspot – How to Equip Sellers to Be Effective in Every Buyer Conversation

Smart Selling Tools

Jake: Highspot’s sales enablement platform gives sales and marketing teams the ability to equip sellers to be effective in every buyer conversation. Prepare for any conversation with interactive sales plays, communication, and training that give reps actionable guidance.

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A Sales Leader’s Guide to Conversation Intelligence Technology

ExecVision

Managers and leaders are abandoning the headphone splitter for something much more intuitive– Conversation Intelligence technology. Conversation Intelligence (CI) is a relatively new technology category that takes business conversations and transforms them into actionable data points through call intelligence software. What is Conversation Intelligence Technology? Conversation Intelligence software ingests, transcribes, and analyzes your business conversations.

The Sales Conversation CEO's & Sales VP's Must Have with HR

Understanding the Sales Force

HR Directors in the second class are administrators of recruiting, compensation and benefits and they justify their existence by getting in the way, defending their turf, taking tactical rather than strategic approaches and staying with what they are familiar with. Recently, I had one of those extremely productive, uplifting conversations.

So, You Want To Be A Manager? A Coaching Conversation

Keith Rosen

Here’s a five step process on how to facilitate this conversation to ensure people distinguish fact from fiction and know exactly what they’re signing up for. And after the conversation, if it goes at all well, you may appease that person – but for how long?

[TEMPLATE] How to Start a Conversation Using the “Foot-in-the-Door” Email

DiscoverOrg Sales

Here’s how to start a conversation (and book a meeting) with almost any prospect in your database or CRM using the “Foot-in-the-Door” email. So the “foot-in-the-door” email is a conversation starter. Instead, it’s designed to open to door to a conversation that leads to a meeting/partnership/interview/sale/etc. Then keep the conversation going after they reply and transition to a larger request. Are you happy with the way it {{main benefit}}?”.

5 Ways to Tune-up Your Website's Conversion Rate to Drive More Leads

Sales Benchmark Index

The true focus is to optimize your website to increase your lead generation conversion rate. Here are 5 Ways to tune-up your website's conversion rate to drive more leads. First, benchmark your current website conversion rate and then try these things to increase it.

70+ Phrases to Drastically Improve Conversion Rates

Zoominfo

Seasoned marketers and copywriters know that a single word can drastically improve conversion rates. Why did that one word triple your conversions? How to use it: As you write marketing copy, pretend that you’re speaking directly to a friend and adopt a conversational tone.

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? ”. Consider the data you’ll bring to the conversation and ensure you can provide compelling analysis.

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Say “Hello” to the Conversational Presentation

Performance Sales and Training

Say “hello” to the conversational presentation. You may prefer to call these more informal customer facing events conversations. And conversations are great. However, if you aren’t prepared to talk about a solution in an engaging and memorable way at some point in the conversation, you are not likely to drive the opportunity forward. If you desire results from your conversations you can benefit from applying presentation skills, preparation and mindset.

Your Customer Doesn’t Care About Your Price

The Sales Hunter

Remember, customers are looking for benefits first. The other thing that would happen is that if we focus on the benefits the customer is looking for, then we are going to see better the value we bring. Your customer doesn’t care about your price as much as you think.

Are Our Customer Conversations Substantively Different Than Internal Discussions?

Partners in Excellence

One of the premises I had in the article is that the skills/challenges we face in driving change within our own organizations, and that those customers have within their organizations are not much different than the conversations/engagement that sales people and buyers have.

8 Ways to Improve Landing Page Conversion Rates

Zoominfo

For marketers, there’s nothing more frustrating than low landing page conversion rates, especially when it’s difficult to determine what the cause is. The truth is, there are many reasons why your landing pages may be suffering from low conversion rates.