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The Value Hypothesis
Most B2B strategic buying decisions begin with an economic impact study by someone inside your prospect’s organization. An economic impact study may consist of many calculations that begin and end with...
View ArticleStrategic Buying has Changed…are you changing too?
Strategic buying has changed and I think it is time to realize it and make some changes of your own. There is no doubt Buyers have made significant changes in how they make strategic buying decisions....
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How to Use a Prospects Financials to Sell More
Selling to the C-Suite is not always an easy task. Learning the language however is. You don’t have to be a financial expert to participate in the bigger conversation about economic impact and...
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Who do You Lose To?
Think about this for a moment: If your pipeline is $5,000,000 and you close 20% what happens to the other $4,000,000? Do you lose to no decision, a competitor or perhaps you just don’t know? Sales...
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Complex Product? – Complex Sale!
Selling complex products requires complex solutions. Your products are complex and your prospects have a uniqueness about them that requires you to be more thorough, and detailed in your preparation,...
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Can you articulate your value in terms of economic impact?
If you have been in sales for any length of time you know the stress you are under to perform a C-Suite presentation on short notice. That being said, I believe there are a few sales facts you are...
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The Value of Metrics in the C-Suite
The key to using C-Suite metrics like DSO’s, ROA, ROE, etc. in the sales process is to understand the importance and relevance of your products or services to your prospect’s financial levers that lead...
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Sales Force Automation Users Listen Up!
There are many reasons to implement Sales Force Automation (SFA) programs. We have seen everything from “we need to get organized” to “we want more accurate forecasting”. SFA projects to date have...
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Sales Tools You Need to Succeed
Sales tools are becoming “must-have” components in the selling equation. The ROI Insider on www.searchCIO.com stated that, “more than 80 percent of IT buyers now rely on vendors to help them quantify...
View ArticleOvercoming Budget Constraints through Extended Payments
Overcoming budget constraints through extended payments by Drew Wright (Guest Blogger) As the saying goes, “If all you have is a hammer, everything gets pounded like a nail.” Such can be the case when...
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