May 26, 2016
B2B innovation has created an important and permanent role for presales professionals. “Presales” roles have many job titles but, regardless of title, presales team members:
engage directly with customers pre-sale
provide in-depth technical and product information
tailor a package or solution to customer specifics
provide product or solution use and...
May 20, 2016
This month the Professional Pricing Society (PPS) hosted their 27th Spring Conference in Chicago. I have attended many PPS conferences over the years and it’s always a great opportunity to re-connect with customers and colleagues. Kevin Mitchell’s team always does a stellar job of organizing a smooth conference and making everyone feel...
May 06, 2016
Large B2C corporations figured out a long time ago that selling outcomes rather than product features is the key to increased sales. Companies don't sell televisions; they sell family bonding or big celebrations on game day. Dreams of fame and success or a healthier, happier life are sold rather than athletic wear. Consumers value these outcomes far more than the actual products used to achieve these outcomes.
Enterprise B2B buyers are also seeking outcomes. A buyer of manufacturing equipment...
April 29, 2016
B2B innovation is a two-edged sword, improving enterprise business opportunities while increasing sales complexity. Technology delivers better products but makes them harder to understand, apply and explain. Implementations are more customized as B2B solutions are increasingly tailored to customer specifics. Decision-making by customer committee adds to the degree of difficulty. As a result, one-on-one selling is becoming a distant memory as the lone-wolf breed of account rep is replaced by...
April 21, 2016
At B2B Global 2000 Enterprises only the CEO, Sales Leader, and their top 10% sales reps consistently succeed at addressing this question with customers; and qualify the opportunity in the process. Why is it so difficult to get all sales reps to do the same?
Sales leaders know robust sales pipelines of qualified opportunities are mandatory for reps to achieve goal; however, many Sales VP’s ignore these three points:
Customer First Impressions Matter: According to Forrester Research, only 22%...