ROI Selling Blog

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

4 Steps to Create Winning Content for Your Sales Proposal

Posted on Feb 4, 2015 9:00:00 AM by Amit Davé

In my last guest post I discussed how to make your proposals and quotes pop, but today I’d like to focus on how you can systematically create great content. After all, even the most beautiful and well-designed sales proposals will fall flat on their face if they’re not backed by well-written content.

Given the recent Super Bowl, I decided to enlist the help of a handy football analogy to walk you through the following steps. 

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Topics: ROI-Selling

What To Do When You’re Locked Out of the Customer’s Budget Meeting

Posted on Jan 27, 2015 9:00:00 AM by Darrin Fleming

People in positions of power often ask tough questions. In our experience, this is certainly true of anyone on the financial team who has the ultimate say over purchasing decisions.

Unfortunately, salespeople are rarely invited to the internal budget meeting to discuss a potential purchase. Typically, you work with your stakeholder to prepare a business case, and the stakeholder attends the meeting. That’s why it’s crucial that you prepare your stakeholder to anticipate the kinds of tough questions that decision makers usually ask about benefit dimensions in a standard business case.

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Topics: ROI-Selling, Overcoming Objections

How to Create Confident Stakeholders

Posted on Jan 21, 2015 9:00:00 AM by Darrin Fleming

One thing I’ve observed about successful salespeople is that they have a knack for creating confident stakeholders.

Why is this an important skill? The stakeholder is already sold on buying your offering. However, often this person does not have final say over purchasing decisions. He or she also needs to convince the finance team to invest in your solution.

Here’s what you need to understand about people who work on finance teams. They’re not swayed by emotion. If you want to persuade them, lead with numbers and calculations. This is why we advocate attaching a business case to your proposal. A standard business case works extremely well for deals that require you to clearly show the customer the value of benefits they can expect to see. 

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Topics: ROI-Selling

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