Tag: value


Are You Making These Basic Proposal Mistakes?

You’ve tried your hardest to get in front of the top decision-makers at your prospect’s site. But you’ve not been able to advance.


Marketers Need Help With SEO

About 22% of the average marketer’s budget will be spent on SEO this year. Zazzle Research, in its State of SEO 2019 report, shows that marketers believe search engine optimization is critical to their success.

Highlighting Value Will Set You Apart; Here's How To Do It

Salespeople can often intuitively discern what prospects want and need. But that intuition can only go so far; at some point, you need to find out specifically what they value.


How to Stop the "I'll Get Back You" Stall

What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”


How to Show Value Before You Even Need To

Reps typically promote value to make sure they stand out from the competition. Doing so also helps rationalize the cost to prospects.


Show Me The Value!

Your value is infinitely more important than your price. To separate yourself from competitive options, you must establish an environment in which your prospect can clearly see the value and expertise that you provide.


Value is the King of Sales, and the Queen of Service

Value is perhaps the most illusive word in sales. Everyone will tell you how important it is, very few can tell you what it is. I’ve already gone on ad nauseam about my distaste for the words “added value.”


Show me the value, or I’ll show you the door

How do you make a sales presentation? No I don’t mean warm up, probe, present, overcome objections, close. I mean what’s the big picture of your sales presentation?


Communicating Value — Getting People to Buy

There are six questions your prospects want answered before they buy. If you miss one of these questions, you jeopardize the selling opportunity. Let’s look at each question and why it is important to the buyer.


Why You Must Emphasize Value to Drive Your 2017 Sales

Want to know what buyers really care about? The latest research shows that it's not price.


What is a Value Proposition?

Do you really know the meaning and purpose of a value proposition? If not, you may be at a professional disadvantage and missing out on opportunities.

Marketers of Small-Ticket Items to Ramp Up Promotions

Researchers have recently released both good and bad news for marketers. Predicting consumer buying patterns and the marketing changes that businesses should use to spur spending can be challenging. Harris Poll analysts say that consumers are feeling increasingly comfortable about spending money on big-ticket items. But, they’re paying close attention to how little expenses are adding up and they’re being conservative in new ways. This is a signal that some marketers will need to increase promotions to encourage people to buy more or roll out a different suite of products and services to enhance their business.

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