Jonathan Chan — June 19, 2017 Follow @joncwrites— June 19, 2017 ElisaRiva / Pixabay Logic is a funny thing. Most consumers think they make their decisions of what to buy, and what to do based on logic and information. However, the truth is that logic often intertwines with emotion in the buying cycle, and that … Continue reading Decision-Making Manipulation: How Startups Can Appeal to Buyer Logic
Bob Apollo — June 16, 2017 Follow @bobapollo— June 16, 2017 One of the key principles of value selling is that unless and until our customer acknowledges a problem that requires action, they have no need to invest in a solution and there can be no potential sale. But not all problems are equal. The … Continue reading Visualizing the Value Gap
Bob Apollo — May 25, 2017 Follow @bobapollo— May 25, 2017 The precise proportions vary a little depending on what researcher you listen to, but the general conclusion is remarkably consistent: the majority of meetings with sales people generate little meaningful value for the potential customer. They often turn out to be a complete waste … Continue reading Filling the Value Vacuum
Dave Brock — May 16, 2017 Follow @davidabrock— May 16, 2017 It seems that SDR/BDRs are bearing more than their fair share of blame and frustration from their targets. Yes, I’ve whined about them many times in my blog and on LinkedIn. I’ve thinly disguised the lamest emails and recounted misguided conversations I’ve had with … Continue reading It’s Not The SDRs’ Fault!
James Gagliardi — May 12, 2017 — May 12, 2017 If you’re considering a move to a subscription model, you’re in good company. From baby diapers to snowboards and luxury cars, online subscriptions and automated payment models are on the rise as brands seek to meet consumer preferences. Before you develop an online subscription business, … Continue reading Adopting a Subscription Model? Here Are 3 Options to Consider
Matt Goldman — May 12, 2017 Follow @TheOriginalBull— May 12, 2017 Peruvian fashion and portrait photographer Mario Testino once said, “However spontaneous I hope a photograph will look, I always put a lot of thought into how I can make it happen.” Mastering the art of cross sales is much the same thing. While it’s … Continue reading When Upselling Isn’t Possible: Try Cross Selling
Chris Zawisza — May 12, 2017 — May 12, 2017 What do you do when a new time-saving tool ends up taking up more time than it saves? Most of us have been diligently adding every shiny new widget and doohickey to our sales stack that will streamline a process here or shave an hour … Continue reading How to Get Your Sales Stack in Line
Bruce McKenzie — May 10, 2017 — May 10, 2017 Vidyard recently published an infographic that cleverly maps 12 types of video productions (explainers, product info, chalk talks, personalized, etc.) to the customer life cycle and suggests appropriate levels of production values for each genre. It’s worth a look. But this “generic” approach to video … Continue reading Do You Need Different Kinds of Video for Sales Enablement?
Dave Wakeman — April 18, 2017 Follow @davidwakeman— April 18, 2017 Lately it seems like as a business culture we are more and more hearing about price wars, the destruction of retail brands, and how cost cutting management initiatives are driving lower and lower customer satisfaction. And, I get it. All of these things sound … Continue reading In a Price War, Everyone is a Loser!
Barbara McKinney — April 17, 2017 — April 17, 2017 Some prospects such as IT Managers, IT Directors, CIOs and CTOs are harder to reach than others. They are the busiest person within an organization together with C-level prospects, Presidents and Business Owners. But despite their busy schedule, why do we need to care and … Continue reading Why Care For and Nurture IT Prospects?
