The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle
The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will always win. Being remarkable and memorable in your conversations is very important―but it goes beyond great delivery. You must be able to articulate value.
The Three Value Conversations provides the tools and methods you need to differentiate yourself and your solutions from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle.
The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is.
It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo.
The Challenger Customer unveils research-based tools that will help you distinguish the “Talkers” from the “Mobilizers” in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Gilbreath lays out his ideas about “meaningful marketing” which he defines as “marketing that adds value to people’s lives.”
He is a great proponent of marketing that offers consumers actual things to put to practical use, which then, in turn, makes the best advertising for the company that is supplying those services.
Gilbreath presents an outline for developing meaningful marketing with many useful examples that can be tailored to any company, large or small.
Get new business from existing customers and their friends by turning potential problems into success stories. 5 Small Business Marketing Tips Any Business Can Use.
In today’s business world, it takes more than a website to stay competitive. The smartest, most successful companies are using radically new membership models, subscription-based formats, and freemium pricing structures to grow their customer base—and explode their market valuation—in the most disruptive shift in business since the Industrial Revolution.
This is The Membership Economy.
Marketing and PR expert Peter Shankman has been working with the biggest companies in the world to create what he calls “Zombie Loyalists,” fervent fans that help companies massively increase their customer base, brand awareness, and most importantly, revenue. After all, why should you have to tell the world how amazing you are if you can have your existing customers do it for you? Imagine an army of customers who will do your public relations, marketing and advertising, without being asked, each and every time they give you their money. These are Zombie Loyalists. They are ready to buy what you sell, respond to your email offers and demand that their friends to do the same.
Does your business thank the people who matter the most? Here are 20 tips to thank your customers, employees, colleagues, social media fans and audiences.
Here are the only 3 business goals your firm will ever need. To help you, here are 11 actionable marketing tips to improve your business performance.