Category Archives: Product Marketing

The Empowered Buyer

The Sales Funnel from the Buyer’s Perspective Have you experienced a paradigm shift in your sales process? We know that most purchases are thoroughly researched by buyers before they ever speak to your sales person. And while this was original true of B2B enterprise sales, I’d argue that nearly all sales are impacted; including those

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Developing an ROI Model: A Key B2B Value Prop

How do you provide an ROI story for a service or software that doesn’t directly affect revenue? Convincing buyers of the value in an intangible product is an interesting challenge. Without question, ROI can be your primary value prop. For enterprise solutions sales, you’ll speak to many stakeholders throughout the sales process, and each will

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