Posts Tagged ‘sales productivity’

Value proposition example for a professional service provider

Tuesday, November 9th, 2010

By Barbara Bix, B2B Marketing Consultant

Here’s an example of how a professional service provider can apply the do-it-yourself guide for creating value propositions in 3 steps.    It uses the same formula as the green value proposition example I posted last week (immediately below).   This time, I’ve used it to describe the value I offer my clients as a B2B strategic marketing consultant (below the value proposition formula).

The value proposition formula

We help [your most promising prospects] that [need help with the pressing concern you address] succeed by [providing the material improvement you will deliver].  Unlike [the alternative solution], [your solution] [describe the reason why your company is a better choice] as demonstrated by [evidence that you will deliver as promised].

This is a preview of Value proposition example for a professional service provider. Read the full post (590 words, 4 images, estimated 2:22 mins reading time)

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Posted in How to, Internet marketing, Marketing communications programs, Uncategorized, value propositions | 7 Comments »

Linked In: 5 tips for generating sales

Monday, June 14th, 2010

In today’s guest post, fellow Wharton alum , Craig James, offers tips for leveraging Linked In to generate sales.  Craig is the founder of Sales Solutions, a sales productivity improvement business located in suburban Boston.  Contact him directly toll-free at 877-862-8631, or by e-mail at craig@sales-solutions.biz

Sales people and others responsible generating business for their organizations will find LinkedIn a valuable tool.  Unlike sites such as Facebook and MySpace, LinkedIn tends to attract those looking to develop business relationships, as opposed to friendships.

This is a preview of Linked In: 5 tips for generating sales. Read the full post (964 words, 2 images, estimated 3:51 mins reading time)

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Posted in How to, Internet marketing, Marketing communications programs, social media, social media marketing | 2 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