Discussion

By Joe Fazzi on Jul 31, 2014

Jennifer, I could not agree with you more. too many people focus on the features and don't know how to "sell" the benefits of the software solution. What problems does the software solve? productivity, quality, cycle time reduction, waste reduction, error checking etc. 11% gain in retention is significant. Thanks for posting this video, I've already shared it with my colleagues.

By Jennifer Matt on Jul 31, 2014

Joe - thanks for listening. I think there is only one thing you have to learn in sales, are you in it for you (e.g. talking about you and your products, talking instead of listening, thinking about your commission check, you, you, you)

OR

Are you in it for the customer? Listening instead of talking. When you do talk virtually everything you say is about the customer, how you can provide benefits to the customer, what you can solve for them.

If you're all about the customer - you will sell. If you are all about you - you will struggle.

Jen

By Ellen Hurwitch on Aug 01, 2014

Very good point, Jennifer, and I totally agree.
How do you find the statistics that help sell the benefits, i.e. 11% drop off in B2B if the end user has to log in?
I'l be sharing your video with my co-workers. I'm sure they'll find it very informative!

By Jennifer Matt on Aug 28, 2014

Ellen,

I do a lot research on the following sites:

http://www.marketingprofs.com/
http://www.hubspot.com/free-marketing-resources
http://www.cmocouncil.org/
http://www.smartinsights.com/

Jen