ROI Selling Blog

Never Lose Another Deal to “No Decision”

Posted on Apr 14, 2015 9:00:00 AM by Mark Fonfara

It's the middle of the month and I'm enjoying my early morning caffeination while reviewing the preliminary monthly sales forecasts from the sales team. I see one thing that concerns me. Many of the opportunities forecasted to close again this month at 90% probability are deals that have been previously forecasted to close at similar rates of probability.

These are prospects for which I authorized multiple on-site sales calls, prototyped the "must have or we won't buy" functionality and for whom we hosted full-day visits at our headquarters. The company has expended a lot of time and money in an effort to close these accounts, but we’re not making the progress we should with them.

I pick one of the more egregious examples and call the sales representative to determine what else needs to be done to ensure that the prospect closes this month.

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Topics: ROI-Selling

How Marketing Can Help Sales Overcome Price Objections

Posted on Apr 9, 2015 9:00:00 AM by Darrin Fleming

Last week we discussed how salespeople can overcome objections related to price. Now we want to address how marketing can support sales’ efforts. 

For marketers, problems with price typically show up in the following ways:

  • You’re hearing too many requests from the sales team for discounts or price exceptions.
  • Your average selling price is falling below your target price.

Here are three things marketing can do to keep pricing from becoming a systemic challenge.

1) Help sales secure budget approval.

Salespeople often run into trouble near the end of the buying cycle, when they’re trying to secure budget approval from a finance team. Without a solid business case to justify the cost of investing in your offering, the deal can fall apart. 

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Topics: B2B marketing

3 Sales Secrets for Overcoming Objections on Price

Posted on Apr 1, 2015 9:00:00 AM by Darrin Fleming

Customers and prospects often lean on price as an objection for why they don’t want to do business with you. Some common things you hear from customers might be: 

  • We can’t afford it right now.
  • Our budget just got cut.
  • Your competitor is offering a discount.
  • I need my director to sign off on a purchase this size.

Overcoming objections like these is a lot easier when you understand how to approach the issue of price. Here are three tips that can help.

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Topics: Overcoming Objections

How to Keep Procurement from Blocking the Sales Process

Posted on Mar 24, 2015 9:00:00 AM by Martin Salva

Quite often, the procurement department (also called purchasing or supply management) is seen as an obstacle, if not an outright enemy, to the selling process. After all, these are the people hired to say “no” and make the selling effort (and the internal client’s buying decision) more difficult, rigorous, and objective.

From the salesperson’s perspective, it usually seems as if procurement’s job is to shut down or redirect the customer’s buying effort into some other supplier or process different from the product or service you are trying to sell. Therefore, in sales, procurement is more often the problem rather than the solution. 

However, value selling can change that relationship and streamline your sales process.

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Topics: Overcoming Objections

How to Use ROI Calculation Tools to Reduce Selling Stress

Posted on Mar 18, 2015 9:00:00 AM by Darrin Fleming

Just last year, Corporate Visions conducted a survey about the level of confidence salespeople have during customer conversations. The results, which reflect responses from more than 700 business-to-business (B2B) marketers and salespeople from around the world, are worth paying attention to.

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Topics: B2B marketing

11 Questions to Assess Total Customer Value

Posted on Mar 10, 2015 9:00:00 AM by Darrin Fleming

What separates good companies from great ones? 

Truly exceptional companies understand that customer value is the sum total of everything they do, not just the product they sell.

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Topics: Value Proposition

How to Get Customers to Care “A Whole Awful Lot”

Posted on Mar 3, 2015 9:00:00 AM by David Svigel

Recently I was reading Dr. Seuss’ “The Lorax” with my six-year-old daughter. In the book, the character of the Once-ler says, “Unless someone like you cares a whole awful lot, nothing is going to get better. It's not.”

It struck me that this concept is also applicable in the realm of B2B sales and marketing. How so? In order for a sale to take place, the customer needs to care enough to:

  1. Face his/her business problems.
  2. Investigate how to solve those problems.
  3. Invest their resources in a solution that can eliminate business problems.

If you’re in sales or marketing, it’s your job to inspire your customer to care about these things. Specifically, you want two key individuals to care “a whole awful lot.” The first person is a champion or advocate. This person recognizes that his or her company has a problem and is fired up about the idea of solving it (with the help of your company’s solution, ideally).

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Topics: B2B marketing

Helpful Blogging Tips to Unlock Lead Growth

Posted on Feb 24, 2015 9:00:00 AM by Darrin Fleming

We’ve been leveraging blog content to generate leads for a little over two years now. Along the way, we’ve learned some interesting lessons. Here are three of our best tips for anyone who wants to unlock lead growth and get a higher ROI on their blogging efforts.

1. Don’t let your content well run dry. 

When we first started our blog, we were full of momentum and ideas. Our initial goal was to fill our publishing pipeline with enough posts to last us for three months. Guess what? At the end of three months, other priorities had taken over and our content well had run dry. 

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Topics: B2B marketing

Top 8 Sales and Marketing Blog Posts about Value

Posted on Feb 18, 2015 9:00:00 AM by Darrin Fleming

Successful marketers and salespeople strive to prove value every day. For example:

  • They prove the value of their offering/solution when they talk with or prepare materials for customers and prospects.
  • They prove the value of their marketing spend internally.
  • They prove value to customers in order to nurture existing relationships and open opportunities for growth within accounts.
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Topics: B2B marketing, Value Proposition

Sales and Marketing Lessons from Big Bang Theory

Posted on Feb 10, 2015 9:00:00 AM by Darrin Fleming

At one time or another, everyone in sales and marketing has shared something in common with the character Sheldon on the Big Bang Theory. Although you might not be a former child prodigy with a genius-level IQ, I’m willing to bet that you’ve created marketing materials or had conversations with customers that sound very similar to this:

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Topics: B2B marketing

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