Articles How to Create a Unique Value Proposition in a Crowded Market In well-defined categories, many companies can solve the same problems with similar capabilities and pricing. So what does it take to create a truly unique value proposition?
Articles 10 Surprisingly Effective Sales Techniques, Backed by Research These 20 selling tips and techniques are proven to help you in all areas of your sales strategy, including prospecting, communicating value, creating urgency, closing the sale, and expanding with existing customers.
Articles How to Measure Results that Decision-Makers Care About Your customer stakeholders invested in your solution because they believed you would make a meaningful contribution toward their strategic business goals. Their decision to continue or increase that investment hinges on your ability to document results toward those goals.
Articles Make it Easy for Buyers to Choose Your Solution More than ever, your prospects and customers rely on digital content to learn, form opinions, and decide whether your solution will help them meet their business goals. But if the goal is to create content that persuades buyers to choose your solution, why doesn’t most content drive decisions the way it should?
Articles The Four Forever Changes Transforming B2B Sales Enablement You can choose to jump on these changes and charge toward the new reality of selling. Or, you can hold back and be told to address these issues to catch up with your competition. Whatever choice you make, this article presents a glimpse into your future.
Articles Six Themes to Make Your 2021 Sales Kickoff the Best Yet Use these sales kickoff themes to prepare your team for the new ways of selling in 2021. Go ahead; ask the question. "How are we going to move our 2021 sales kickoff online?" Past kickoff conversations focused on event space, food, entertainment, travel, and hotel arrangements. This year you're probably thinking about hosting and video conferencing platforms to connect your remote…
Articles How to Tell Remarkable Marketing Stories That Drive Action Everyone recognizes the value of storytelling in business. But most marketing stories don’t move the audience to make buying decisions. Here are three science-backed ways to make your marketing stories more engaging, memorable, and persuasive.
Articles Marketing Visuals: Can Your Audience See the Difference? Your audience is looking at your content to inform their buying decisions. But how will they remember your message if it looks the same as most other content they see?
Articles Defeat Your Prospect’s Status Quo with Unconsidered Needs When acquiring new customers, salespeople assume their prospects will ultimately decide between their solution or a competitor’s solution. But the truth is, 60-80% of deals end in “no decision.” Prospects don’t see a compelling enough reason to change from their current situation, so they decide to do nothing at all.