Showing posts from February, 2014

New Video: ValueStory – a Better Customer Conversation Tool

The #1 inhibitor to sales success remains the Value Gap: the inability for sales reps to effectively communicate your value messages to today's more frugal buyer, this according to research from Sirius Decisions. As a result, you are likely facing more stalled deals, longer sales cycles and higher discounting.

In this exciting new video, you will learn how to best close this Value Gap, replacing your “death by PowerPoint” presentations with ValueStory, a new visual storytelling & financial justification (ROI / TCO) tool designed specifically to drive better value conversations and quantification.
Click here to drive better customer conversations with ValueStory

Concrete or Fluff?

By Mark Schlueter

Do you fail to move your prospects from “Do Nothing” to “Yes” because your value messages are "fluff”?

Fluff is telling your Buyer you can help them increase revenue, decrease costs or reduce risk, all using generalities.

Fluff is not personal. It’s not keenly relevant to your Buyer. Fluff is not specific enough to move your unique prospect to recognize that there is an untenable “cost of do nothing” for them resulting in pain.  Fluff fails to communicate the tangible and quantifiable value your solution can uniquely deliver against your Buyer’s specific challenges.

A general value statement is fluff, and fluff is not personal or tangible enough to ignite today’s more empowered, skeptical and frugal prospect into action. Pause to examine your own value sales and marketing messages.  For many companies, even those that have had outside messaging experts involved in the development, the value messages tend to be fluff.

Concrete is stronger than fluff. Concrete hel…

Once Upon a Time: Storytelling Stimulates the Brain into Action

By Dan Sixsmith

Storytelling is a term that has emerged in marketing and sales as a means of leading the buyer down a path toward the realization that your solution is something he/she needs.

In this age of Frugalnomics, as the ability for you to communicate your value is more important than ever, good value storytelling can mean the difference between sales success, and “do nothing” failure.

In order to be effective, value storytelling needs to occur in a certain way. Tell your value story the wrong way, and your prospect might be bored, your message easily forgotten, and “do nothing” the result.Crafted the right way, you can create a powerful effect on your prospect, and literally ignite the buying decision.
A new article in PsyBlog, The Psychology of Storytelling and Empathy, Animatedoutlines exactly what you need to not only connect with your audience, but also get your prospect to take action.
Neuroscience indicates that effective storytelling actually causes a change in the audience’…

Research Proves the Early Bird Catch the Worm?

Your Sales Reps are being invited later and later into the decision making process, and at the same time, the stakes for engaging earlier have never been higher.
The empowered buyer of today is leveraging the Internet, social media and peer groups to investigate opportunities, investigate potential solutions and research your and your competitors products. More and more of the decision making process is conducted without the assistance of your Sales Reps.
SiriusDecisions reports that up to 67% of buyers already have a “clear picture” of the solution they want before Sales Reps are engaged. And this “do it themselves painting” may not match your solution at all!
With a late engagement and solution bias already in your prospects mind, your Sales reps often have few options other than resorting to giveaways or discounts in order to win the deal.
At the same time as Sales reps are being invited later, Forrester reports that engaging earlier provides more advantage than ever. The solution pro…