To be able to get a sale through, you need to start by finding the person with the motivation to get the solution purchased. That person is often the internal change agent—sometimes called the champion, or coach. Change agents are willing to stick their necks
Once you’re starting to have a clear picture of the pain points, the value businesses look for, and you’re able to confirm that a few organizations are willing to spend money to solve the problem your business solves, you’ll want to start understanding the B2B
A great B2B value proposition is compelling, quantifiable, provable, referencable and easily explainable. Although your value proposition might not be all of this when you start, it’s one thing you should always be refining. The 2 Kinds of Benefits a B2B Value Proposition Can Have
The place you should start any Complex Sale is the place where you have the greatest degree of credibility. – Robert Miller and Stephen Heiman, Strategic Selling Authors You met with a lot of stakeholders in the business. At what level do you start selling?
The story of how talent management startup Taleo landed Hewlett-Packard as an early client is inspiring. It’s a modern David and Goliath story. The CEO of a small Canadian startup goes to Silicon Valley armed only with a vision and wins over an enterprise giant.
You were able to turn a buying influence into a coach to help you identify the stakeholders and build a compelling product, but it doesn’t seem to lead anywhere. Other business stakeholders seem skeptical of your assessment of the situation; they sing a very different
One of the reasons why I love B2B is that products with predictable and calculable ROI literally sell themselves. For a large company, buying a solution that saves $500,000 a month is a near no-brainer. However, it’s not because your company helps save $6M a
