ROI Selling Blog

How to Maximize Profitability Through Price

Posted on May 19, 2015 9:00:00 AM by Darrin Fleming

Setting the price for your offering is critical. Price dictates whether or not your offering will succeed or fail in the marketplace. A price that’s too low can cause you to operate in the red or leave profits on the table. However, a price that’s too high could create drag on the sales cycle or make it tough for your salespeople to close deals. 

Why Common Pricing Strategies Fail 

When setting price, you’re looking for the optimal price to maximize profitability. That number is not the highest price possible nor is it based solely on what your competition charges, yet I hear many marketers talk about pricing in exactly those terms. Here are the two most common approaches to pricing I see.

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Topics: B2B marketing, Overcoming Objections

4 Sales Tips to Increase Close Rates

Posted on May 12, 2015 11:38:00 AM by Darrin Fleming

Our value-based approach to selling helps sales teams succeed consistently and more frequently. Here are four useful sales tips you can use today to move deals through the buying cycle faster and increase your close rates.

Tip #1: Focus on your prospect’s business problem. 

Many salespeople rely on the following tactics to make the sale.

  • They highlight the bells and whistles of their offering.
  • They point out what features the competition lacks.
  • They offer price discounts or other incentives to buy.
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Topics: ROI-Selling, Overcoming Objections

How to Justify the Revenue Growth Your Solution Can Deliver

Posted on May 5, 2015 9:00:00 AM by David Svigel

The other day I got a call from a client asking for my help with a sales problem. His company sells document management solutions to property and casualty insurers, and he said reps were having trouble with a specific set of sales objections.

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Topics: ROI-Selling

The Missing “P” in the Four P’s of B2B Marketing

Posted on Apr 28, 2015 9:00:00 AM by Darrin Fleming

The other day I caught a reference on an episode of Mad Men to the Four P’s. The episode was set in the early 1970’s, which means Phil Kotler’s game-changing concept of the Four P’s (product, price, placement, and promotion) had just recently been published in his book, Marketing Management: Analysis, Planning, and Control.  

This got me thinking: are the four P’s still relevant today as they were in previous decades? If so, how do they apply today for B2B marketing?

For the B2C marketer, I think the four P’s still make sense. But for the B2B marketer, I think there’s a P missing: problem.

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Topics: ROI-Selling, B2B marketing

How to Think Like an Amazing Innovator

Posted on Apr 22, 2015 9:00:00 AM by Darrin Fleming

Whether you’re in sales or marketing, you can become a better innovator by practicing and developing skills that don’t come naturally to you. Call it cross-training your brain.

The point isn't to develop a new skill with enough proficiency that you switch your profession, it’s to challenge the way you tend to think so you can imagine new worlds for your company and your customers.

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Topics: B2B marketing, B2B Sales

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

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