ROI Selling Blog

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

You’ve Got Budget Approval!

Posted on Jan 13, 2015 9:00:00 AM by Darrin Fleming

 

What are two words that get every salesperson’s pulse racing? Budget approval.

Want to know the secret to securing budget approval? Simple. Create the right kind of business case to include with your proposal.

The right kind of business case will win the respect and approval of the CFO (or whomever your stakeholder/prospect will request budget approval from). However, not every selling situation requires the same kind of business case. In general, there are three levels of selling situations, and each requires a different kind of business case: simple, standard, or in-depth. Here’s a breakdown of each one.

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Topics: ROI-Selling

How to Make Your Proposals & Quotes Pop

Posted on Jan 6, 2015 9:00:00 AM by Amit Davé

Presentation is everything, especially when it comes to sales proposals and quotes. Getting it right can mean the difference between landing the sale or failing to get the contract—it's that important. If your sales proposals read like whitepapers, your client may leave scratching their head. Worse, they may be completely bored. One of the best sales strategies to have in your arsenal is the ability to create and implement winning proposals. Need some tips? Keep reading to find out how to make your sales proposal pop.

Why is Layout and Presentation So Important?

Executives and decision makers in all industries expect professionalism, and when it comes to proposals, appearance is just as important as the contents of the proposal. If your proposal is disorganized, boring or unattractive, it gets tossed aside with all the other proposals that look exactly the same. In order to get your proposals to stand out, yours must be clean, easy to read, and engaging.

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Topics: Overcoming Objections

When and Why Do You Need a Business Case to Sell?

Posted on Dec 30, 2014 9:00:00 AM by Darrin Fleming

Do you use a business case as part of your sales process?

If not, you should seriously consider it, because any solution-based or consultative-based sale will benefit from a business case.

This is a change from ten or twenty years ago, when the economy was good and customers were willing to sign off on purchases without putting sales and marketing teams through the wringer to show value and justify their price. Today, however, most B2B customers have made a permanent shift to requiring a business case. Because customers are now only talking with salespeople at the very end of the sales cycle when they are ready to make a decision, the days of being able to “wing it” with a presentation or proposal and still win are over.

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Topics: Overcoming Objections

When the Customer Says Jump, First Ask Why

Posted on Dec 17, 2014 9:00:00 AM by Darrin Fleming

When customers ask for new products or features, should you jump to fill the request?

These situations can help you deepen your relationship with your customer. On the other hand, you could also end up wasting time and resources creating a new offering that they're not willing to pay more for and that no other customer needs.

For example, let’s say you’re a manufacturer and one of your customers asks for a new kind of lubricant that can withstand much higher operating temperatures than the current lubricant they’re buying from you. The first thing you should do is ask if such an offering fits into your sweet spot. A sweet spot is the intersection of two things:

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Topics: B2B marketing

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