Change-Centric selling: Keys to profitable customer relationships
As the economy turns around and your salespeople regain their footing, companies will go through radical transformations. To succeed, your salespeople must not only adapt to change, they must lead...
View ArticleWhat reps must do to link value to prospect needs
There are two fundamental reasons why prospects may not buy after listening to a sales presentation: They don’t believe they have a problem (or they know they have a problem but don’t think it’s...
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9 questions every sales pro must be able to answer
Sales leaders who expect to win more business make it a priority to learn (and teach their teams) the answers to these nine questions: What type of prospects (i.e., SIC, title, region, industry,...
View ArticleDeveloping a top-notch sales approach before the initial handshake
Pre-call planning is crucial, and so are these four steps: Research and anticipate. Exceptional salespeople start out by researching prospects’ companies, their competitors, their needs, how their...
View ArticleBeat the competition by thinking like them: A 3-step strategy
In order to close deals, salespeople have to break down each customer on an account by account basis. Here’s how: Identify the crucial components of the account. Who is this prospect? What are his/her...
View Article4 ways to capitalize on buyers’ needs – and close
There’s a significant gap between what buyers want and what salespeople think they want. How do top salespeople bridge that gap to connect with prospects and consistently build strong relationships?...
View ArticleThe value-added secret 91% of world-class companies rely on
Nine out of 10 world-class sales organizations make it a priority to formalize their value proposition regularly, according to a recent Miller-Heiman study. And that’s not nearly all. Unlike the past...
View Article4 ways to win more buyers in a down economy
Don’t let anyone tell you the economy’s bad for Sales. Nothing could be further from the truth. Yes, buyers are jumping ship in record numbers. But they’re only doing so because fierce competitors are...
View Article5 questions salespeople don’t ask (even though they should)
In life and in Sales, sometimes it’s the most awkward questions that lead us to the right answers. Here are five sales-centric examples: What does your boss need to hear in order to approve the...
View Article3 strategic drivers crucial to closing rates
In order to achieve breakthrough results in 2012, managers need to focus on three strategic drivers: Customer feedback. In a buyer’s market, the more resources Sales has for soliciting, analyzing...
View Article5 questions every employee should be able to answer
Leaders can’t always be there to provide the best response. With that in mind, Steve Trautman, author of Teach What You Know: A Practical Leader’s Guide to Knowledge Transfer, suggests providing...
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