The ultimate newsletter for outside sales professionals.
With rapidly advancing technology today’s sales economy is becoming more and more of a buyers market. It’s more important now than ever to differentiate yourself from your competitors and prove to potential customers how you can make their life easier. Showing potential customers how you’re going to solve a problem or need of theirs versus the usual method of robotically spitting features at them will take your sales numbers to new heights.
Just selling features ends up overwhelming customers who are looking for a customized solution to one problem — their problem. 90% of your features may not matter to this particular customer, but the 10% that does is the solution they are looking for. If you approach your sales in that mindset you will set yourself and your team up for success.
The race is on. We’re only weeks away from the end of the year, and this means more than ever time is of the utmost importance. Your customers don’t want to waste time they don’t have, and you don’t want to waste time on people who aren’t going to buy.
With margins in manufacturing sitting at just 4-8%, it is more essential than ever to maximize customer lifetime value (CLV). And, according to Marketo, B2B businesses obtain 90% of CLV after
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