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Home / Archives for Relevant Benefits

Relevant Benefits

You’re Not Ready for That Call!

Aug 12, 2019 By Dave Brock

Somehow, it seems that a post on preparing for sales calls/meetings would be totally unnecessary. One would hope all sales professionals would have a plan for every call, if only to manage their own time very well. When I talk to sales people about the importance of sales call/meeting planning, the responses tend to fall […]

Filed Under: Sales Activities Tagged With: Planning, Relevant Benefits, Sales

Features and Benefits

Aug 8, 2018 By Dave Brock

Somehow, we think features and benefits are important. Every beginning sales course talks about how we present Features And Benefits (When I first started, I learned how to present Features-Advantages-Benefits—FABs). Our product marketing and marketing teams load us up with content and presentations with endless lists of features and benefits. Visit any web site, and […]

Filed Under: Sales Activities Tagged With: Relevant Benefits, Sales

Find Your Sweet Spot

Jan 19, 2017 By Drew McLellan

Who should buy stuff from you? If you’re like most business owners or leaders that I know, your knee-jerk answer is something just slightly smaller than “everyone on the planet.”  But “everyone on the planet” can’t be your sweet spot customer. You need to narrow it down a little. Businesses who need insurance or parents, […]

Filed Under: Sales Activities Tagged With: Market Segmentation, Relevant Benefits

Elevator Speech Part 3: What You Offer

Oct 18, 2016 By Tim Berry

So you’re rounding the corner now on the elevator speech, which I say is something all business owners should be able to do. You’ve done the market story, which was part 1, and the why you, part 2. You’re about 30 seconds or so into your one minute talk. And I hope you agree that this […]

Filed Under: Working with Investors Tagged With: Elevator Pitch, Relevant Benefits

Selling the Vision is Easier Than Selling the Product

Feb 9, 2016 By Dave Brock

I’ve never sold a computer or licensed software in my career. I’ve never sold consulting services in my career. Frankly, it’s really difficult selling those things. Take licensed or even SaaS software products. You have to know about things like GUI’s, software architectures, installation, coding, memory utilization, caching, pipelining, and all sorts of little details. […]

Filed Under: Sales Activities Tagged With: Relevant Benefits, Sales, Vision

Seth Godin Was Wrong: The Trouble with “Remarkable”

Jan 22, 2016 By Danny Iny

Seth Godin is a pretty smart guy. He invented permission marketing, popularized tribes, and taught us how to become the linchpin of our professional environments. He also reinvented book publishing with the Domino Project. Among his many good ideas is the concept of the Purple Cow—the idea that being remarkable is the key to attracting attention and success. Well, I […]

Filed Under: Innovation Tagged With: Differentiation, Relevant Benefits

The Killer Closing Technique

Jun 24, 2015 By Dave Brock

the-killer-closing-technique
Through my career, I’ve been “taught” and subjected to 100’s of different closes. The assumptive close, the puppy dog close, the limited time close, and the list goes on and on and on.

Filed Under: Sales Activities Tagged With: Communication, Dave Brock, Relevant Benefits, Sales Process

CLV versus EVC

Jun 4, 2015 By Bill Bleuel

The concept of CLV or customer lifetime value has been used for many years to describe the value of a particular customer or customer segment to a company.

Filed Under: Pricing Strategy Tagged With: Bill Bleuel, Pricing Strategy, Relevant Benefits, Value

Are You Selling What Your Customers Want to Buy?

Jan 30, 2015 By Drew McLellan

All too often, I see businesses advertising their wares…but from their own perspective. They talk about their expertise and what they DO or MAKE, thinking that’s what people are buying. Of course, that’s not what they’re buying at all.

Filed Under: Sales Activities Tagged With: Drew McLellan, Relevant Benefits, Solving Problems

Care About Them, Not Us

Nov 21, 2014 By Drew McLellan

We recently bought an ad for a client and the ad rep suggested we make a big deal out of the fact that our client has been in business for 130 years. I politely told her that we definitely were not going to do that.

Filed Under: Marketing Plans Tagged With: Advertising, Branding, Drew McLellan, Relevant Benefits

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