Showing posts from January, 2017

Engaging Earlier and Higher with Financial Peer Comparisons

A common mantra for many sales strategies is to "Engage earlier and higher".  So does this strategy have real merit, and if so, how do you best enable your sales reps to be successful?
Does the early bird really get the worm?
First, does it really make a difference if sales reps engage earlier?

Although buyers leverage digital more than ever in their decision making process, and as a result appear to engage with reps later in the decision making process (up to 57% of the way through), sales reps still have a big impact, ESPECIALLY if they can intersect early in the buyer’s journey, and with value.

According to Forrester, the early bird still catches the worm, with a significant 74% of all deals going to the provider who helps "establish the buying vision", while only 26% goes to the vendor who "responds to a request" and wins the bake-off.

During the earliest phases of the buyer’s journey, the buyer has yet to have an "epiphany" and need help underst…

2017 - “The Year of Business Value”

As you and your team kickoff the New Year, there are some important research findings you should factor into your 2017 sales enablement and content strategy.

From SiriusDecisions research, we learn that:
59% of your sales reps are predicted to not attain their quota goals in 201771% of executives indicate that the quota shortfall isn’t due to a lack of enough qualified leads, lack of social selling skills, or too little sales training, but an “inability for sales reps to effectively articulate differentiating value”And this Value Gap issue has been persistent, as the top quota challenge for the past six years. Despite these challenges, most organizations are not investing enough time and effort into their value messaging and selling initiatives, with 60% of companies indicating their programs need improvement, or moreover, a major redesign.

Unfortunately, you can’t leave Business Value / ROI to chance. The facts are that:
Customers will significantly delay decisions and won’t get to “Y…

Getting you Ready for the New Year: The Best of 2016

As we enter the New Year, a look back at what we can learn from the most popular Frugalnomics Survival Guide articles of 2016:

Gartner: buyers Demand Less Pitch, More Value-Story   According to a study from Gartner, most solution providers are not providing what buyers need when it comes to content and sales engagements.

See the results from the survey of over 350 decision makers...

Read more

The Winner: Interactive Content Ignites Demand and Fuels EngagementBusiness buyers are increasingly overwhelmed by the amount of content available, and as a result, extremely selective about the content they consume.

The research is clear: if you don’t build the right strategy, your content may be left out in the cold...

Learn more

The Importance of Getting Value Selling RightIf you think your clients are more ROI focused, and that your ability to deli…