When losing the deal is not an option, try a new approach. Our approach to high-value deals can offer a competitive advantage, but it requires some changes.
December 6 2019
02
Everyone loves a good story, whether we’re telling our children one or reading the newest thriller. And, today, storytelling (or, more accurately, story-selling) is the silver bullet your organization may be missing to help your sales thrive.
November 22 2019
03
Your mother told you this advice, and it’s still true: “Don’t talk about yourself all the time.” Many organizations approach messaging to their customers by speaking about themselves. However, today’s buyers who have more options than ever. Value-based messages are no longer optional. They’re expected.
September 23 2019
04
High-value pursuits offer the perfect opportunity to refine messaging and strengthen the collaboration between Marketing and Sales in a “live fire” situation. When the deals are big or strategic enough, they are worth investing in. And the wonderful byproduct is the insightful feedback that is gained.
September 13 2019
05
Most Marketing departments don’t think they’re in the business of helping Sales create custom pursuit materials that help them close deals. It’s antithetical to old style mass marketing and it requires extremely agile and fast-moving response. But there is a powerful argument to do so: according to recent data from Marketo, Sales and Marketing alignment can help your company become 67% better at closing deals.