The numbers are clear: there is an interesting imbalance set to dominate the B2B selling environment – the relationship between buyers and sellers is shifting, but not for the reasons you think....
Quick – Who makes the best salesperson – an extrovert or an introvert? Quicker answer – Neither….. If you are like most people, we asked, you said extroverts make the best salespeople....
Economy 2.0 is more than formulating a “solution” from a specific product and/or service and then presenting it to the prospective client. This may have worked in the old economy, but it...
The sales call is a critical element of any sales process. When done well, it closes opportunities, generates revenue, and adds new customers. The opposite applies when it doesn’t go well. So...
We are all busy but consider the following activities: Define assigned quotaIncrease marginsIncrease market penetrationDevelop target account listConduct daily, weekly, monthly calls on target accountsDevelop business planConduct product demonstrationsCommunicate product features and...
As we work to tune client sales teams to become high-performance forces in the market, we introduce the principles of influence, which are the strongest when we attempt to move (a.k.a. persuade)...
The benefits of this understanding are reflected throughout the sales process but exhibit particular influence during the final phases of the sales cycle, specifically the price negotiation phase. In their research, “Precise...
It is the end of the period, and you must motivate your sales team to close opportunities to meet your revenue goals. What do you do? If you know and understand the...
“We are in the business of influence. One format that is synonymous with sales execution is the customer presentation/demonstration.” Typically, presentations go something like this: The presentation is derived from the “master...
For some, strategy execution is a challenge. Navigating the gap between the “strategist” on the hill and those tasked with strategy execution is full of potholes. In their groundbreaking research with over...
How many times have you heard the phrase “feed your eagles” (a phrase coined by Professor Derek Newton of the Darden School of Business and Management at the University of Virginia)? Eagles...
The concept of Net Promoter scores has been part of the executive vocabulary for some time now. It was introduced by Fred Reichheld, a Bain fellow, in 2003. It is a way...
