Outcome based selling is a little like selling a vision of the future. It’s about listening to what your customer wants to achieve and framing your offer as the thing that helps them do it. Knowing what your customers want isn’t always as simple as asking, “What are your business goals?” To get a full picture of what they hope to accomplish and what’s standing in their way, you … [Read more...] about The Secret of Outcome Based Selling? Pitch the Future, Not a Product
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Demand Generation vs. Lead Generation: What’s the Difference?
The way we sell has changed drastically over the past few years, because buyers are better informed than ever before. In fact, our State of Sales research found that 81% of sales reps say buyers research brands on their own before ever connecting with sales. Nothing illustrates that more clearly than the way demand generation and lead generation work in the age of social media … [Read more...] about Demand Generation vs. Lead Generation: What’s the Difference?
Need Help Picking Design Colors? Here’s How To Do It Right
Whether you’re building a customer-facing site, designing a marketing email, or developing a product, at some point, you’re going to talk about colors and branding. That may be daunting for some folks, especially non-designers. But it doesn’t have to be. Anyone can learn a few basics to make those conversations less overwhelming and to make the process more objective. In our … [Read more...] about Need Help Picking Design Colors? Here’s How To Do It Right
Recoverable Draw: How and Why to Loan Your Sales Reps Money
If you’re a brand new sales employee, trying to close deals and earn commission is a bit like being expected to reel in a marlin when you’re still learning how to fish. That’s why a commission draw – either a non-recoverable or a recoverable draw – can be a lifeline. We’ve already offered an explainer on non-recoverable draws, so this article will be focused on their … [Read more...] about Recoverable Draw: How and Why to Loan Your Sales Reps Money
Don’t Mess Up Your Pricing Strategy — Here’s How to Do It Right
Choosing a pricing strategy is one of the most important decisions you can make as a business leader. Get it wrong and your sales will suffer, causing consumers to question the value of your brand. Get it right and you can increase sales, reduce costs, and improve your company’s profitability. If you’re wondering where to begin, you’re in the right place. Learn about the … [Read more...] about Don’t Mess Up Your Pricing Strategy — Here’s How to Do It Right