Partners in Excellence

JULY 19, 2019

In some recent projects, I’ve had the opportunity to analyze sales conversations. Here’s a brief synopsis of how conversations seem to progress through the selling cycle: “Hello, let me tell you about our product, would you be interested in learning more?” ” “This is how our product works.”

Conversion 81

Conversion Scale Discount Case Study 81

SBI

APRIL 17, 2013

I say ‘unfortunately’ because it turned out to be a great networking opportunity. It’s about whether or not the end goal of the content/nurturing program was achieved (did you shorten the cycle and did you influence opportunities that lead to deals). Unfortunately, I was only able to attend the first of the two-day event.

Top of Funnel 127

Top of Funnel Demand Generation Agencies InsideView Demand Generation 127

Salesmate

NOVEMBER 25, 2020

Use your networks of personal and professional connections to reach new opportunities. The solution selling sales approach. This is a simple sales approach where you discover the prospect’s needs and recommend a solution to address those needs. Share case studies of your satisfied customers.

B2B 111

B2B Social Media Networking Consultative Selling 111

SBI Growth

AUGUST 23, 2013

Results - In a study in 2010 by McKinsey showed that 75% of solution selling projects fail. Leadership Validation and Testing - Once a version of the prototype is produced; the front line sales leader has the opportunity to review. All were invented prior to the internet. The internet has changed the way your buyer buys.

Top of Funnel 276

Top of Funnel Competition Buyer Sales Methodology 276

Miller Heiman Group

NOVEMBER 5, 2018

In the recent CSO Insights Buyer Preferences Study , only 23 percent of buyers said they consider salespeople as a top three resource for solving business problems. Yet with most organizations seeing a more-than 20 percent annual staff change due to growth and attrition, there is ample opportunity to imbue fresh views through new talent.

Hiring 64

Hiring Ideal Customer Profile Engineering Face-to-face 64

Crunchbase

AUGUST 12, 2022

A study conducted by Indeed showed that almost 50% of employees say they’ve made a total career change, and almost 90% report feeling happier in their new roles. With solid earnings and endless opportunities for growth on offer, there’s never been a better time to consider starting a career in tech sales. Image Source. High demand.

Salary 52

Salary How To Software Software 52

SBI

MAY 7, 2013

It’s not sales goals or quotas I’m referring to (although a CSO study revealed that 37% of reps did not hit their plan last year — so we are falling short on those as well.) I will honor salespeoples’ complaints about CRM and learn what’s needed to actually help them sell more.

Revenue 131

Revenue Forecasting Lead Generation CRM 131

Highspot

SEPTEMBER 6, 2023

The Psychology of Value Selling Understanding the prospect’s mindset can transform a sales conversation. Focusing on their needs, addressing pain points, and using emotional intelligence is the difference between a missed opportunity and a closed deal. Value Selling Over Price Selling Price selling is about offering the best price.

Lead Rank 59

Lead Rank Lead Scoring Sales Methodology Decision Maker 59

Janek Performance Group

JULY 6, 2022

Then it dawned on me, with consultative selling, solution selling, and value selling, and a plethora of others, why hadn’t anyone developed “Perspicacious Selling?” Recent studies support this hypothesis, according to Gartner , 77% of B2B buyers reported their last purchase was complex.

Sales Methodology 62

Sales Methodology Face-to-face Penetration Buyer 62

Highspot

JANUARY 9, 2024

Initial meeting / Pitch: This is the opportunity to make a solid first impression with a well-prepared pitch that addresses the prospect’s unique requirements. Objection handling: Sales reps address any concerns or doubts the prospect might have, showcasing their expertise and the value of their solution.

B2B 52

B2B Training Top of Funnel B2C 52

CloserIQ

AUGUST 19, 2019

If you can do this, you can successfully deploy a solution-selling approach. Then, the sales representative recommends a solution for the problem and explains why the proposed solution addresses the prospects’ needs. When using the solution selling approach, the sales representative needs to be focused on value.

Conversion 81

Conversion How To Closing Objections 81

Miller Heiman Group

OCTOBER 17, 2019

The article also cites other studies agreeing that sales strategies based on building relationships are critical for closing deals. Buyers value sellers who know their business and facilitate mutually compelling discussions that respect buyers’ time and abilities, which is at the crux of solution selling.

Customer 51

Customer Face-to-face Scale Journal 51

Corporate Visions

MAY 22, 2019

A Forrester Research study revealed that only 15 percent of sales calls add enough value, according to executives surveyed. The Forrester study also showed that just 7 percent of surveyed executives say they would probably schedule a follow-up. That’s why you need to create your own opportunities. The problem with this approach?

Strategy 103

Strategy Ideal Customer Profile Lead Rank Lead Scoring 103

Partners in Excellence

AUGUST 13, 2018

It may be a demo, it may be looking at the physical product, usually it’s accompanied by the physical/virtual brochures, case studies, testimonials. Yet, that’s what too many sales people do…… Selling is more than being a walking talking product brochure. Related Posts: You Won’t Win With The Best Product!

Proposal 48

Proposal Case Study Fashion Exact 48

SBI

MARCH 12, 2013

In short, they need content to convert opportunities into deals. Let’s call this ‘Content-Selling.’ The need for content selling is particularly evident in complex B2B sales where sales cycles are longer and decisions are rarely made by one person. We can find these opportunities at many points through-out the sales cycle.

Marketing 125

Marketing Distribution Sales Cycle Ideal Customer Profile 125

SBI

MARCH 5, 2013

Recent studies have shown that the average rep spends just 35% of their time with prospects. Sales performance is impacted by two things and both have to do with time-use. The first way for reps to spend their time is by talking with a real-life prospect. The other is to spend it doing something else.

Revenue 127

Revenue Hiring Decision Maker CRM 127

SBI

JANUARY 8, 2013

If customer-centric selling is about authentic, value-add sales conversations, how on earth could it be considered ‘dead’. Studies show that on average, 35% of a B2B sales rep’s time is spent “selling.” Therefore, the remaining 65% of their time is spent on non-selling tasks. The answer is—not yet.

Customer 128

Customer Hiring Wireless Up-Sell 128

Tony Hughes

FEBRUARY 22, 2018

Where I'm going with this is that Trigger Event selling is a science irrespective of technological channel. Challenger Selling is somewhat of a remix of recurring themes which renders Solution Selling, Strategic Selling, BattlePlan, Insight Selling and Consultative Selling absolutely more valid than ever.

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Hubspot Sales

JUNE 22, 2018

In order to exceed your sales targets (if you’re in a closing role) or your opportunity creation targets (if you’re in a sales development role), you must plan your approach, create your messages, identify and research contacts, and more. Set Yourself Up for Sales Prospecting Success. Plan to contact a lot of prospects.

Buyer 106

Buyer Prospecting Top of Funnel Ideal Customer Profile 106

The ROI Guy

NOVEMBER 10, 2014

2 – Value Story - Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1%

Forecasting 87

Forecasting ROI Proposal Decision Maker 87

The ROI Guy

SEPTEMBER 17, 2010

Rounding up the challenges, recent studies indicate that 9 out of 10 of buyers say that when they are ready to buy, they find you. How fundamental is the shift from product / solution selling to value selling / marketing? During these early phases, buyers are most looking for diagnostic advice and consultative ideas.

Buyer 53

Buyer Buying Cycle Marketing Case Study 53

The ROI Guy

SEPTEMBER 13, 2013

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. You can position value if you don’t know the pain or opportunity. Any approach starts with the buyer’s challenges and opportunities that your solutions help to uniquely solve or unlock.

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

SBI

OCTOBER 23, 2012

In fact, studies show that effective coaching impacts sales performance by as much as 20 percent. This book offers techniques and intuitive information about creating a positive and up-lifting work environment that will lead to increased productivity and ultimately sales.

Sales Management 101

Sales Management Hiring Scale Pharmaceuticals 101

The ROI Guy

FEBRUARY 2, 2011

According to a new Accenture study of 1,054 senior finance executives, in the wake of the recession, more chief financial officers (CFOs) are expanding their role beyond finance. Research white papers and case studies that clearly demonstrate what changes could be made to drive improvements can help loosen the status quo.

Buying Cycle 45

Buying Cycle ROI Journal Case Study 45

The ROI Guy

JANUARY 16, 2014

2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales professionals fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Sources: • Gartner Forecasts 3.1%

Forecasting 92

Forecasting Proposal Decision Maker ROI 92

The ROI Guy

JULY 9, 2013

As a result, Financial Justification / ROI is now the most important content buyers rely on to make purchase decisions (greatly exceeding the importance of case studies, product demos and thought leadership content), and over 90% of IT purchase decisions now require a formal business case for approval (IDC - 2013).

Forecasting 67

Forecasting ROI Decision Maker Proposal 67

The ROI Guy

APRIL 14, 2015

2 – Empowering Sales with Value Messaging and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 4th year in a row) is their “inability to effectively communicate the value of proposed solutions”. Percent in 2014 Gartner Forecasts 3.1% Gartner Says Worldwide IT Spending Forecast to Reach $3.7

Forecasting 72

Forecasting ROI Proposal Decision Maker 72

SBI

NOVEMBER 27, 2012

The first revenue-numbing fact is that 65% of a sales rep’s time is spent NOT doing what they are ultimately paid for—selling [1]. According to studies, the ratio of time spent on non-selling tasks to time spent on selling tasks is 65/35.

CRM 133

CRM Wireless SalesForce Commission 133

SBI

JULY 17, 2012

It is not uncommon today for decision makers to avoid talking with a salesperson early in the sales cycle thinking, somewhat erroneously, that they are able to diagnose their own needs and to then seek and find the best solutions through their own investigation.

Buying Cycle 123

Buying Cycle Prospecting Lead Rank Vendor 123

The ROI Guy

JULY 15, 2015

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? Sitting in on typical sales presentations and you can see that most are product pitches or pseudo-solution selling, asking a few questions and then jumping into canned “death by PowerPoint” presentations.

Decision Maker 80

Decision Maker ROI Forecasting Lead Rank 80

The ROI Guy

MARCH 1, 2016

And those opportunities you thought were progressing through the waterfall / sales process to “wins”? Sitting in on typical sales presentations and you can see that most are product pitches or pseudo-solution selling, asking a few questions and then jumping into canned “death by PowerPoint” presentations.

ROI 53

ROI Decision Maker Proposal Forecasting 53

SBI

AUGUST 21, 2012

” This ‘Darwinian’ modification in the way reps sell was brought on by the transformation in not only how people buy, but when. Although there doesn’t tend to be agreement on what Sales2.0 ” Sales2.0

Vendor 120

Vendor Quota Account Tools 120

The ROI Guy

APRIL 15, 2014

Yes, there are several studies that point out how sales reps are being invited later into the decision making process. SiriusDecisions has what I feel is the best metric, pointing out that that 67% of buyers are already decided on their solution prior to rep engagement. Second you have to prove the value of your proposed solutions.

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65

The ROI Guy

APRIL 8, 2014

2 - Empower Sales with Value Storytelling and Quantification According to SiriusDecisions, the #1 reason why sales reps fail to meet quota (for the 3 rd year in a row) is their “inability to effectively communicate the value of proposed solutions”. Sources: Gartner Says Worldwide IT Spending on Pace to Grow 3.2

Forecasting 65

Forecasting ROI Proposal Decision Maker 65

SBI

AUGUST 21, 2012

” This ‘Darwinian’ modification in the way reps sell was brought on by the transformation in not only how people buy, but when. Although there doesn’t tend to be agreement on what Sales2.0 ” Sales2.0

Vendor 108

Vendor Quota Account Incentives 108

Miller Heiman Group

SEPTEMBER 23, 2019

For some sellers, that’s meant moving away from solution selling to a more aggressive approach, like the Challenger Sale model popularized after the 2011 book of the same name. Here are five reasons that a consultative approach beats the Challenger Sale for enterprise selling. Selling Is Still a Mutual-Value Activity.

Consultative Selling 85

Consultative Selling Lead Rank Hiring Ideal Customer Profile 85

LeveragePoint

SEPTEMBER 7, 2018

In the hands of good sales teams, strong Value Propositions evolve from Flexible Case Studies early in the sales cycle to Customer Value Analyses during a customer evaluation to a Shared Business Case to Buy that helps sales teams speed the time to closing. Another study shows how it performed in medically managed patients.

Account Based Marketing 22

Account Based Marketing Account Outsourcing Services Marketing 22