ROI Selling Blog

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

Three Things to Do When You Target a New Market Segment

Posted on Dec 10, 2014 9:00:00 AM by Darrin Fleming

When you make the decision to target market segments strategically, you can create significant profitable growth opportunities for your business. But what happens when the sales team fails to embrace those new segments?

It’s not that salespeople want to sabotage the efforts of marketers. But resisting change is part of human nature. When salespeople have spent months and years developing relationships with established customers, it can be difficult to make the switch to selling to a whole new set of customers.

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Topics: B2B marketing, Value Proposition

Quality Leads vs. High-Volume Leads: Which is Better?

Posted on Dec 2, 2014 9:00:00 AM by Doyle Slayton

Recently I asked my blog readers to share opinions about the great "quality vs. volume" debate. That is, if you had your choice between a high volume of leads and high-quality leads, which would you prefer? 

Here's the feedback I received from readers -- 71% chose quality, while 29% chose volume. 

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Topics: B2B marketing

Popular Posts: Sales Demos, Marketing Quotas, and Value Propositions

Posted on Nov 25, 2014 9:00:00 AM by Darrin Fleming

It's the week of Thanksgiving, and one thing we're thankful for is our loyal blog readers. Next week we'll be back with fresh content; until then, here are links to our three most popular posts from the past few weeks. Happy holidays! 

Never Lead with a Sales Demo 
When is the right time to show a sales demo? In our view, the answer has something to do with that old quote, “Seek first to understand, then to be understood.” The best opportunities can be found when initial conversations are centered around the prospect’s business problem. Both the salesperson and the prospect need to understand that business problem before they can enter into a mutually beneficial relationship.
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Topics: B2B marketing, Overcoming Objections, Value Proposition

How Sophisticated is Your Value Proposition?

Posted on Nov 19, 2014 9:00:00 AM by David Svigel

 

Does your value proposition articulate how your offering will affect a customer’s real business challenges? Or is it a jumble of features and benefits?

The sophistication of a value proposition ranges from being stuck on feature selling to one that’s fully developed and helps you win business. To find out if you’re at square one or actually doing pretty well, think about your value proposition in terms of the reference points on the continuum below. 

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Topics: B2B marketing, Value Proposition

It Ain’t Over Until You Deliver and Measure Value

Posted on Nov 11, 2014 9:00:00 AM by Darrin Fleming

A signed contract signals the start of the final step in the Value Lifecycle: Deliver and Measure Value. This is a step that will not only strengthen your relationship with your customer but will also enhance your capacity to develop new offerings and improve existing ones. Here’s how it works. 

Deliver and Measure Value: The Three Objectives

Objective 1: Make sure the customer is actually getting the value you promised.

What does it mean to actually deliver value? For example, let’s say you buy a gym membership to try to lose weight. If you never actually go to the gym and work out, you won’t get the value you were promised when you purchased the membership.  As the gym, you need to ensure that your members show up and actually use the facilities or else they won’t receive value (and won’t retain their membership). 

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Topics: B2B marketing, Value Proposition

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