One of the biggest reasons businesses struggle in today’s market is because they have weak value propositions.
Jill Konrath has some great ideas on selling. In this article, she focuses on the importance of having a strong value proposition. Sometimes we get sidetracked and our value proposition gets lost.
Does your value proposition make prospective buyers interested and want to know more? If not, maybe you need to refocus and take a step back to evaluate your value proposition. Jill gives an example of a really good value proposition that leaves the prospective buyer seeing that they need the product/service.
So, if you’re sales aren’t what they should be, then maybe you need to take another look at your value proposition.
Mike Brooks has a lot of great information about inside sales…guess that’s why he’s called “Mr. InsideSales”! In this article he discusses how to respond to prospects that tell you to “Just Email Me Something.”
He provides some responses on how to effectively handle this response from prospects. His suggestions make sense and it will help your salespeople from wasting their time and the prospects. Using a lead management tool, like VanillaSoft, that has logical branch scripting will help your sales team stay on track and respond to this type of prospect properly.
Check out all of the other features VanillaSoft has to offer to help your lead management process.
Discover how to use brain quirks to your selling advantage.
Max Altschuler discusses 6 psychology tips to enhance your sales calls in this article. When reading the article it seemed like most of the tips were common sense, but when you really think about it we don’t use these tips in our everyday sales process.
It’s easy to get caught up in a routine and forget about the key aspects that will help you to close deals. I think it’s important to take a step back and be reminded of these easy to implement tips to help improve our sales calls.
Lead management software can help you to remember to implement some of the tips mentioned. Below are some of the features that VanillaSoft’s lead management software offers that can help you implement these tips to improve your sales.
Logical Branch Scripting
Dial Progressive … Read More »
Think of the steps in your sales process and once you get to the “QUALIFIED” stage. These opportunities have to get past the “Qualified Wall” – a real place
In this article, Lori Richardson, talks about the importance of not wasting time on prospects that aren’t qualified. Your sales process needs to have steps in place to weed out the leads that aren’t ready to buy. The best way to implement a process like this is with lead management software.
Lead management software will automate your sales process so that your sales team can focus on making calls to qualified prospects. VanillaSoft’s lead management software provides a lead scoring process that will keep your pipeline filled with the best qualified prospects that your sales team should be focused to close deals rather than spending time on leads that may not be … Read More »
For the past several years, the practice of B2B marketing has been changing in fundamental and profound ways. Digital technologies have transformed how business buyers access information and interact with peers, colleagues, and vendors. Easy access to abundant information has raised buyers’ expectations and shifted power and control from sellers to buyers.
B2B marketing has already changed in significant ways, but it’s likely that more changes are in store as marketers face the need to create meaningful engagement with new generations of business buyers. Today, older Baby Boomers are beginning to approach retirement, members of Generation X are in the prime of their careers, and Millennials are increasingly assuming positions of greater influence in B2B companies. Baby Boomer and Gen X buyers are digital immigrants who largely began using digital technologies in their everyday lives as adults. Millennial buyers, on the … Read More »
This month ‘s blog post is provided by our guest blogger Chris Kogler at Narrative IQ.
Stories are one of the most powerful forms of human communication we have. In a sales environment, they paint a vivid and compelling picture of your company’s products and services. Here’s an example.
In this article, Chris Kogler describes the importance of storytelling. If you’re in sales, then it’s important for you to know the right story to sell your product. I’m not saying make up a story…but know your product and clients well enough that you know the right stories to tell to the right prospect.
Being able to share a compelling story with a prospect about how your product has helped others is more powerful than just rattling off the features and benefits. There are tools out there, like VanillaSoft, to help your salespeople … Read More »
The executive team of a large division of a very large corporation called me to “fix the sales problem.” We were to have a meeting to discuss the issues they
This article by David Brock, takes a deeper look into what a lot of organizations see as a sales problem. I think a lot of times it’s easy to blame sales for lack of revenue growth; however, there’s more to it than that. An organization needs to take a more in depth look into the sales process as a whole.
Make sure your marketing and sales teams are working closely together to make sure sales it contacting the right customer markets and is delivering the message properly. See Kevin Thornton’s, EVP of Sales & Marketing at VanillaSoft, article about “The Right Approach for Sales and Marketing Collaboration” to get a better … Read More »
Your company’s sales record has been down lately. Although you expect that there will be times when sales volume slips below normal levels, it would still be nice to be able to boost sales volume to improve your company’s profit margin. Here are five tactics that will motivate your sales team to convert more leads and get the sales you want to see.
Offer a Bonus to the Top Seller
Money speaks louder than words. If you want to be a leader that gets your sales teams attention, then reward excellence by giving your top seller a hefty bonus. This bonus can be a monthly or quarterly incentive to provide your sales team with the motivation it needs to strive to close deals and improve company profits.
Lead By Example
Leading by example is probably the best way to get your sales team to … Read More »
SAP recently commissioned a research study to gain insight regarding how the relationships between vendors and their customers and prospective customers are changing and to identify ways that vendors can differentiate themselves and ultimately win more sales. The SAP study was based on more than 1,200 interviews with business executives at primarily large and mid-size organizations located in ten countries worldwide. The interviewed executives had responsibility for purchasing goods and services ranging from technology to business services to office equipment.
The study report contains a wealth of data points regarding how business buyers are approaching purchase decisions and how they view the sales processes used by their prospective vendors.
Some of the key findings of the SAP study echo the results of other recent research regarding buyer behavior. For example:
Sixty-eight percent of the interviewed buyers said they don’t need salespeople as much … Read More »
Our latest articles featuring digital marketing trends and technologies, strategic advice, opinions and more.
Are you effectively managing your leads? Do you have a lead management strategy? If not, you need to consider putting one in place with lead management software.
Invest in a lead management tool like VanillaSoft that offers the following features to help put together your lead management strategy.