Are your salespeople aware of this major customer focus?
A clear shift is taking place with what prospects are thinking.
Read the rest of this page »
9 key differences between a sales rep and a ‘trusted advisor’
In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones:
Read the rest of this page »
What customers are thinking that’ll help you close
Understanding how customers think gives salespeople a big edge in closing. It’s not easy, but it can be done.
Read the rest of this page »
The No. 1 secret to sales success
The one quality all successful salespeople have is the ability to …
Read the rest of this page »
Selling up the ladder: Crucial tips to close the CEO
Companies are still buying, but many of the buying decisions are being made higher up the executive ladder. And selling at the executive level requires a different set of skills and strategies.
Read the rest of this page »
The No. 1 reason customers stay or leave
Customers are bombarded with attractive offers all the time. They are hit with deals claiming to have better pricing, quality and service. But those are not the factors that cause them to jump ship to another company.
Read the rest of this page »
20-Minute Sales Meeting: Selling value, not price
There’s a lot of confusion when it comes to selling value. Many salespeople think they’re doing it, but in reality they’re only talking about value instead of providing it to prospects.
Read the rest of this page »
4 selling strategies to focus on in 2010
The marketplace is changing and so is the way prospects do business. If you want to maintain your edge in 2010, here are four ways to do it:
Read the rest of this page »
5 keys to an effective proposal
Here are five ways salespeople can boost the effectiveness of their sales proposals and bring in more revenue:
Read the rest of this page »
Selling value: 4-point plan to get it done
An economic slowdown provides opportunities for salespeople to sell more to existing customers — and be seen by prospects whom they had trouble getting in front of during good times. Why?
Read the rest of this page »
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 change.
Read the rest of this page »
