Sales Process

4 Essential Questions for a Value-Based Discovery

In B2B sales, discovery never ends, and it is not a one-stop interview. The value-based discovery approach is about aligning your offering to the business value it creates for the customer. It doesn´t matter how great your product is. It must offer real value to the customer. It must be just the right solution for your customer´s problems.

5 Simple Tips For Hassle-Free B2B Lead Generation

B2B lead generation has changed a lot in the past few years, but it's still an essential component of any sales strategy. After all, without leads, how can you hope to convert prospects into customers?

A Successful Approach to Account Planning

In this article, sellers and sales leaders will learn new strategies to apply to their current account planning process. LinkedIn Top Sales Voice Amy Franko and Britta Lorenz recently had a conversation about the modern seller's approach to account planning.

A Well-Designed, Customer-Centric Sales Process

In a recent study, PDAgroup discovered that 7% of respondents currently operate without a defined sales process. Of the companies that utilize a framework, 46% shared that it is improperly implemented.

Contacting, Engaging and Building Lasting Bonds

We have arrived at the third stage of the B2B sales cycle. We have made a connection, qualified a lead, and now have to make contact with the prospect and try to move this lead to the next stage of the sales cycle. Often this is the point where we might lose an opportunity. T. Melissa Madian shared her expertise with us and gave us valuable tips to successfully create a real human connection and build lasting bonds with the customer. A hint: Don't pitch them.

Lead Qualification Deep Dive

Lead qualification in B2B sales is key to assigning the appropriate resources and time to advance sales opportunities. Maintaining a customer-centric approach to this process can boost your win rate. Bob Apollo, the founder, and COO of Inflection-Point Strategy Partners, was invited to sit down with Annette Behrendt to discuss the details of a modern, more holistic approach to your sales qualification process.

Offering, Presentation, and Dos and Don’ts for a Standout Sales Proposal

Our sales proposal is an opportunity to show the customer how well we understand their business and what they want to accomplish. It is our opportunity to offer a solution that will take the customer where they want to be. In the course of PDAgroup's Expert Talks series, Britta Lorenz and Amy Franko, sales strategist and author specializing in B2B sales, talked about what qualifies as a modern seller and explored the do's and don'ts for a standout sales proposal.

Talking with the C-suite

Over the last 6 weeks, the discussions focused on the core elements of the B2B sales cycle. In this last wrap-up session, previous guests share their thoughts on how to get the attention of the C-suite, how to get a meeting with them, and ultimately get the final push for a close. These are the key takeaways from the panel discussion:

The 4 Most Common Sales Objections And How to Master Them

What would sales be without sales objections? Pretty easy and boring. It would consist of just one thing: handing the pen to the customer and pointing out where to sign. You might think sales would be better off without objections, but objections are often a good sign. In this article, you will learn what are the 4 most common sales objections and some objection handling techniques to deal with them.

The ABC of Discovery

Discovery never ends, and it is definitely not a one-stop interview. In the course of PDAgroup’s focus series on sales enablement, Whitney Sieck, CPTD, Senior Director of Enablement at Outreach, invites us to rethink how well we know our customers and reshape our mindset regarding discovery in B2B sales.

The Secrets to Powerful Value Messaging

The art of value messaging rests in how effectively your salespeople can paint the value they can provide to address your clients’ industry and professionally-specific needs. Britta Lorenz was joined by Kruger Marketing’s CEO, Felix Krueger, to review the formula behind developing and conveying impactful value messages.

The Walk Away Point, Negotiation and Deal Closing in B2B Sales

For the sixth part in this series with a focus on sales enablement, Britta Lorenz and Ashton Williams have broken down the dos and don'ts of negotiations in B2B sales. They also explored what business negotiation skills you need in order to close new deals, how to develop your killer negotiation tactics, and why you should not be afraid to walk away from a deal. These insights come from many years of experience and lessons learned in their sales careers.