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Showing posts from January, 2015

Three Key Metrics for Your 2015 Selling Effectiveness

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As you launch 2015 kick-offs and budget for training / enablement investments, there are three key metrics you should consider when shaping your 2015 Sales Enablement strategy:
1) More Stakeholders: IDC reports a significant 43% increase in number of buyers involved in each B2B purchase over the past three years, growing to more than 8 decision makers involved in the average review / approval process. Each stakeholder may be at a different point in the decision making process – some early: just getting a handle on the issues, and some late: already with a clear solution in mind. Each decision maker also has a unique set of priority challenges they would like to address, of potential risks, and a distinct view of the value you can provide to them.
Advice: Sales reps need to be empowered to engage all stakeholders no matter what the “Point of Value” or where they are in the decision making process. Based on who is being engaged, Sales reps should be guided, based intelligently on the pro…

The Buyer's Journey or Hide and Seek?

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By Dan Sixsmith

Once upon a time a few decades ago, selling was simpler. Picture the NYC garment district in its heyday, the late 80s. My colleagues and I would stand outside the buildings where our clients and prospects worked. When they came out for lunch or a meeting, “Bingo!” It was Showtime. We'd pitch them as they walked, or nabbed them for a productive lunch presentation.

We were in control of the supply and the sales cycle. The Buyer’s Journey back then was from 37th and 6th to 40th and 5th (or as many blocks as it took to make our pitch and gain a commitment). Suffice it to say that things have changed a bit since then, for the garment industry and certainly how we sell.

Technology has certainly made it easier to market and sell your products, but at the same time the process for gaining and maintaining buyer interest and commitment has become increasingly difficult. 


But today’s Buyer’s Journey is more of a game of hide-and-seek than a linear process. Your prospects are appe…

Book Launch: The Frugalnomics Survival Guide

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Excited to be launching a new book: The Frugalnomics Survival Guide - How to Use Your Unique Value to Market Better, Stand Out and Sell More.

Based on our popular blog articles, the book provides a definitive view of value marketing and selling.

Keep your eye out for the launch site and pre-order opportunity from Amazon.

Here's what you can expect:


Today’s B2B buyer is more in-control, cautious and economic-focused, choosing more often than not to “Do Nothing” versus saying “Yes”, delaying purchase decisions and demanding steep discounts when they do decide to buy. In the face of a more frugal buyer, sales reps and marketers are evolving from pitching products to articulating value in order to effectively communicate and quantify the buyer’s challenges and the value of proposed solutions.
However, the passage from product to value has not been an easy one for most. What if you had a roadmap to guide you on this difficult journey?
The Frugalnomics Survival Guide is designed to help yo…

Best Way to Reduce Discounting: Better Negotiating or Value Selling?

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There is more pressure than ever on suppliers to lower their prices and offer steep discounts.  
Recent studies indicate that the average discount levels has risen to 20% per deal (IDC), but we find that many solution providers would be happy if that were the level of discount they were providing. Many are a whopping 50-70%!
The rise of the Buying Committee has added to price pressure. With little vested interest and with inadequate time to review competing proposals, the team tends to focus on price above much else.
And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal.
You know you need to address the discounting challenge, but how?
Many companies have turned to Negotiation Training to help their sales reps and channel partners try to talk their way out of the discount. But procurement holds most of the cards in these negotiations, and as a result, this type of training is not leading to the best …

Top 5 Content Marketing Trends You Need to Know for 2015

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The research is in and it shows some significant changes are in store for Marketing in 2015 – trends you need to be aware of to succeed:

Trend 1: More Leads = Same Revenue?IDC reports that it now takes 50% more leadsas just two years ago to generate the same amount of revenue.
Why? Your prospects are spending much more time researching, scrutinizing and justifying each purchase, and in turn, significantly longer to move from prospect to customer.
It is unlikely you’ll be able to get a 50% increase in your marketing budget, so you’ll have to smartly improve the reach, targeting, and personalization of each campaign to improve effectiveness and boost response rates.
Trend 2: Marketing OverloadAccording to research by SiriusDecisions, your prospects now receive 32% more marketing campaigns than just 2 years ago.
And most of the campaigns are White Paper download offers – with the average executive receiving over 50 offers each business day.White Papers have become the crack cocaine of email…