- 3 Rules for Building a Value Proposition
Every business pundit has said at one time or another, "There's no more misunderstood, argued about topic in business than [insert topic here], but it's really not that complicated. Here's the secret to understanding it." Understanding how to communicate value when you're selling falls into this same category.
Before you can learn how to communicate value, you need to understand what value, itself, is.
- Value: The monetary worth of something
- Value Proposition: The collection of reasons why a buyer buys
- Value Proposition Positioning Statement: A compelling, tangible statement of how a company or individual will benefit from buying something specific or buying from you in general
Most people, however, only think of the third bullet...[click to continue...]
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- Social Selling Tools: 5 Ways to Save Time, Stay Focused, and Generate More Sales
According to recent data from the Social Media and Sales Quota report from Social Centered Selling, 78.6% of sellers using social selling outperformed those who didn’t. And social sellers were 23% more successful in terms of meeting and exceeding quota.
The question isn’t if social selling works. It’s how.
Many so-called “gurus” continue to talk about social selling as if it were limited to asking/answering questions in LinkedIn groups and monitoring customers' Twitter accounts while scanning for buying signals (“our server is down again”).
Good luck with that kind of strategy.
Social selling isn’t about gimmicks or using the same old tricks to get the meeting. It’s about a quiet revolution that is rapidly widening the gap between those who will succeed in sales tomorrow and those who will get left behind.
It’s about leveraging the power of technology so you can focus on what you do best—selling—instead of spending your time chasing after prospects who aren’t worthy of your time and devotion...[click to continue...]
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- Vote for the 2013 Top Sales Awards - Polls Now Closed
Top Sales World has announced the finalists for its annual Top Sales & Marketing Awards and we’re pleased to share that RAIN Group has been nominated in three categories.
1. Top Sales Thought Leader: Mike Schultz & John Doerr
2. Top Sales Ebook/White Paper: What Sales Winners Do Differently
3. Top Sales & Marketing Resource Site: RainToday.com
According to Top Sales World, “The annual Top Sales & Marketing Awards contest has been created to hail ‘the heroes’ of the sales and marketing space.”
While we do encourage you to vote, we’d also like to share some of the great work we’ve accomplished this year in each of these categories. Please note: the polls close on Friday and we could use your help to secure a spot on the podium. Vote today![click to continue...]
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- Why Does Sales Training Fail? It's Your Fault!
OK, I hope I have your attention now.
Sales training is a multibillion-dollar business. In the U.S. alone, it is estimated to be more than $5 billion (according to Dave Stein in Sales Training: The 120-Day Curse from ES Research Group). Yet, also according to Stein, between 85% and 90% of sales training has no lasting impact after 120 days. If we do the math, that amounts to somewhere north of $4.25 billion of unproductive training.
In speaking to prospects about the sales training they plan to implement, more often than not they ask, "What is the most important thing we have to do to ensure that this investment in training will pay off?" While there are many things that can and should be done (see Why Sales Training Fails), the one I believe is most important is that senior management has to be committed.
Training is not something you do to someone and then go on your merry way, waiting for your newly jazzed sales force to bring in wealth, fame, and fortune...[click to continue...]
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- Free Webinar - Become a Source of Insight for Buyers: How to Sell Ideas, Influence Buyers, and Drive Demand
Date: Tuesday, December 17, 2013
Time: 2 p.m. ET
Duration: 60 minutes with Q&A
Mike Schultz, President, RAIN Group & Author, Rainmaking Conversations
This live event has passed. Click here to view the recording.
Sales has changed drastically in recent years. Buyers are more educated and resourceful than ever before, causing sellers to search for elusive competitive edges, differentiation, and value add.
To find out what separates sales winners from the rest in major sales today, RAIN Group studied over 700 business-to-business purchases representing $3.1 billion. This research revealed that sellers who are perceived by buyers as sources of insight are more likely to win sales—and do so consistently—than those who aren’t.
In this webinar, Mike Schultz, President of RAIN Group and author of Wall Street Journal bestseller Rainmaking Conversations, will share the keys to becoming a source of insight.[click to continue...]
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