Showing posts from November, 2015

SiriusDecisions: Top 4 Ways to Get your Value Selling Program Right

You’ve invested a lot of time and effort in developing your B2B value selling / ROI tools and program, But the evolution from product to value can have its challenges. trying to get your sales reps and specialists to better communicate and quantify your unique value.
So how do you know if your getting it right, and where your program might have gotten off-track?
I posed this question to Jim Ninivaggi, the Practice Leader of SiriusDecisions Sales Enablement Practice in a recent webcast interview – Why You Have to Get Value Selling Right.
His answer was wise, simple and straightforward, consisting of just 4 simple questions you can ask your team to assure that you’re sales reps and specialists get it and are on their way to success.
Regarding your sales reps and consultants, and the use of your value selling tools and program:
1) Do they know what job needs to be done, and why? – Are your reps and consultants:a.Conscious that they have to change their approach, know the cost of “do nothi…

From High Touch to Low Cost – A Disturbing Trend in B2B Selling?

Last year, new research from Forrester boldly predicted the Death of the B2B Sales Rep, making some stark forecasts:Much of B2B buying will not need sales reps anymore, and will move to lower cost self-service or inside sales reps.Over 1 million B2B salespeople would go the way of the dodo by 2020.1 in 5 reps may be looking for a new career within the next 5 years.On the heels of these forecasts, SiriusDecisions countered with research of their own. In a comprehensive buyer survey of over 1,000 decision makers, they found that:
Sales rep engagement is positive in 85% of engagements, and material to a good customer experience and decision.B2B buyers interact with sales reps at every stage of the buyer's journey, not just at the tail end as other research estimated.The Sales Presentation is still the most valuable engagement in helping to drive a decision.I had the pleasure of interviewing SiriusDecisions about their research over the summer, and the counter argument is comprehensive…