by Chip Burnham | Feb 28, 2018
Three out of every four respondents to CMI’s B2B content marketing benchmark study of 2016 for North America said in-person events are effective. In fact, face-to-face interaction was the highest–ranked tactic on the list, higher than webinars, case studies, and white...
by Chip Burnham | Oct 24, 2017
It’s easy to find marketing and sales advice for commodity products. But what about small to mid-sized businesses selling high dollar products? Where do they get advice? How do you effectively train your sales people? High dollar sales are different. I’ve spent...
by Chip Burnham | Oct 24, 2017
“Sales pitch” is a strange term. It suggests a sales person gets themselves ready and then throws a collection of statements at a prospect. The prospect then either accepts or rejects the pitch. But, we all know selling high dollar items isn’t like that. It’s about...
by Chip Burnham | Oct 24, 2017
Effective, motivated, successful sales teams for high dollar products don’t just happen. They must be built and developed so that they are able to confidently discuss and convince prospective customers to make a significant capital investment in your product. That...
by Chip Burnham | Oct 23, 2017
It’s easy to lower prices. The sales team loves it because they see it as a simple way to create value in the potential customer’s eyes. The marketing team loves it because they can now deliver a “good news” message to the marketplace. And of course, the customers...
