Posts Tagged ‘most promising prospects’

Developing a compelling value proposition: What you need to know

Sunday, December 7th, 2008

With the economy slowing, prospective buyers are scrutinizing every penny they spend. Therefore, it’s incumbent upon sellers to clearly articulate the value that prospective buyers will derive once they buy.

In recent posts, we’ve discussed the characteristics of a compelling value proposition, and the importance of concentrating your firepower on those companies that most value your capabilities. This week’s post discusses concrete steps you can take to identify, validate, and test your value propositions.

This is a preview of Developing a compelling value proposition: What you need to know. Read the full post (922 words, 1 image, estimated 3:41 mins reading time)

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Posted in Marketing strategy | 6 Comments »

Maximizing Sales Productivity Depends on Meeting Marketing Requirements

Friday, September 5th, 2008

There are many reasons that sales cycles stretch out. As we discussed when we reviewed how businesses buy, most companies delay buying until: 1) they recognize a clear need for a solution, 2) have a sense of urgency, and 3) identify product or service providers that they believe will meet their needs.

At that point, however, most buyers have a heightened awareness of the cost of delay–and are anxious to move forward. When they don’t, it’s a telltale sign that your product or service is missing the mark.

This is a preview of Maximizing Sales Productivity Depends on Meeting Marketing Requirements. Read the full post (1099 words, 1 image, estimated 4:24 mins reading time)

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Posted in Buying process model | Comments Off