Sales and Marketing Management
JUNE 13, 2018
Modern buyers are savvy and look beyond value, so companies should categorize themselves according to the markets they most influence and segment customers according to how they buy. Epicor, for example, has long been a steady force in the enterprise software world as a focused player. How to Know and Own the Right Market.
Insight Demand
MAY 12, 2014
So how do you sell value and differentiate your product to these empowered buyers? It’s difficult, because buyers have already done their research online. But insight selling is more than just using data, facts, and your brilliance to shock and awe buyers about the error of their ways. Insight Selling Fail. Picture this.
Insight Demand
JANUARY 17, 2014
Selling value to B2B buyers today can feel like trying to stop a freight train that’s hurtling towards the sales graveyard of commoditization and discounting. Today, an empowered buyer has done research, has a clear idea of his or her firm’s needs, and how much the firm is willing to pay. What this buyer wants is insight.
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