bar

5 Musts for a winning sales proposal

If you want to stand out amongst your competitors and make an impression that prompts buyer action, your proposal must be better than all the other ones the buyer has received. A stand-out proposal is not only memorable but engaging and accelerates the deal. There are many good sales proposals in the world, but the great ones win the business. Read More

3 Insider tips for using an ROI calculator to quantify product value

Almost all sales teams agree that demonstrating ROI in sales conversations is essential; the challenge is collecting the right data and visualizing the return. An ROI calculator can quantify product value, mitigate pricing objections, and help seal the deal when done well. Just remember, an ROI calculator isn’t a sales panacea. Read More

How to ignite sales growth with an effective selling process

Your selling process will make or break how fast your company grows. Of course, sales process design is simple in concept but not easy to execute. While your go-to-market sales process will vary by your stage of organizational maturity and the market you’re going after, all successful sales organizations require a sales playbook to grow and scale. Read More

Strategies for creating an irresistible offer using tiered pricing

Your pricing is the culmination of your sales message, yet B2B sellers often settle for boring, lackluster pricing presentations that kill momentum and delay closing the deal. Remember, a purchasing decision is primarily emotional, and as humans, we’re swayed by many psychological pricing influencers— a good pricing strategy factors in both emotional and rational cues. Read More

6 Deadly sins of sales communications

We’ve all been there— you think it’s going great with a potential buyer when the deal suddenly dies. And it’s even worse when you find out the buyer went with your competitor even though you have a superior product. Could it be your actions or sales communications are sabotaging your efforts? Read More

4 B2B sales and marketing trends to watch in 2022

As 2021 comes to a close, it’s time to reflect on the past twelve months— what we learned, how we’ve grown, and how to best equip our teams for what lies ahead.  This post highlights four B2B sales and marketing trends we expect to be prevalent throughout 2022. Read More

Sales coaching: Optimizing the discovery call

The discovery call is THE most important sales call, yet according to stats by Salesforce, 40% of reps are unprepared, and 85% of buyers aren’t excited after the call, either. Why is that? In this post, we offer strategies to improve the effectiveness of your discovery call. Read More

5 Ways to build customer trust [INFOGRAPHIC]

A prospective customer begins forming an opinion about your brand during the purchasing process. How you engage with prospects, your responsiveness, the brand image you create during the “courtship” period— all set the tone of what it will be like “when the honeymoon is over,” or the experience that prospect can expect as a paying customer. Read More

Simplifying personalized buyer experiences

Likely, no sales or marketing person would dispute the value of a personalized buyer experience. But personalization requires time, and often time that we don't have. The answer lies in streamlining processes, integrating technology, and improving relevancy. Read More