The ROI Guy

MARCH 23, 2011

In a recent Harvard Business Review article , one of the most respected names in technology marketing and strategies, Geoffrey Moore discussed how diagnostic and benchmarking sales techniques can be used, particularly during a downturn, to help engage executives, open up new opportunities and unfreeze previously stuck sales processes.

Sage 67

Sage Lead Rank Remedy Microsoft 67

Klozers

JUNE 10, 2014

. Much easier to sell on price. 15) Customers  the only reason selling is not the perfect job. 22) Features & Benefits  the reasons Marketing think prospects should buy. 32) Marketing  the department for people who can draw, but cant sell. Much easier to sell on price.

B2B 51

B2B Hiring Top of Funnel Social Media 51

InsideSales.com

MARCH 31, 2020

These executives may think it’s as straightforward as making a product, marketing it , and then selling it to different market segments. Solution Selling – As the name suggests, this methodology focuses on the solution the product can offer to the client’s problem or needs, instead of the product itself.

Sales Process 65

Sales Process Sales Methodology Lead Rank Government 65

The ROI Guy

JUNE 22, 2010

Alinean Case Study: Microsoft realized they were being too tactical with their customers, and not being able to reach executives, or when they did, not adding enough value. A prescriptive roadmap of practice improvements and solutions concludes the diagnostic presentation. Solution Selling is Best for Executive Meetings?

Lead Rank 40

Lead Rank Decision Maker Comparison Case Study 40

John Barrows

JUNE 20, 2018

It’s been too long time of a coming I think, but, my name’s Chris, I run product marketing over here at Gong. Maybe I’m biased, a lot of that comes down to product marketing. Is product marketing helping you understand your buyer personas, their pain points? CHRIS ORLOB: Yeah. Super excited to be here.

Cold Calling 86

Cold Calling Call-back Google Data 86