Contributed by Jeff Thull
- The CEO's New Role: Head of Sales
Yet another responsibility has been added to the CEO's already considerable load.... Because we live in an increasingly complex world, ...
- How to Establish Sales Credibility: It's Not the Story You Tell, It's the Questions You Ask
Establishing credibility is one of the most critical elements in securing a new customer. The customer must see you as ...
- Three Sales Leadership Challenges That Prevent Sales Force Success
There are many challenges in leading a winning sales team, but research has identified 3 key challenges that sales managers ...
- Extreme Qualifying: How to Achieve High-Performance Qualification
For many sales professionals, prospecting or qualifying is the least favorite aspect of their job. Often, in the rush to ...
- Beyond the Elevator Pitch: A High-Credibility Conversation
Your initial contact with a prospective customer leaves little margin for error. The first conversation is the most critical and ...
- Surviving 11th-Hour Negotiations
One of the enduring myths of negotiation is that it is a back-and-forth struggle with your customer that occurs in ...
- The Decision to Buy
How often has a sale been lost after we believed the customer clearly understood their problem and would make a ...
- The Best-Kept Secret of the Selling World
Problems cost money. More often than not, however, the only cost that customers and sales people focus on is that ...
- Is Your Purchasing Department Stripping Value Along With Reducing Costs?
There are two big problems with today's purchasing departments. Most obviously, purchasing is incented to save dollars of cost, a ...
- Seven Common Sales Challenges That Prevent Executive Buy-In
Gaining access and connecting to executive decision makers is a challenge of most sales professionals. Here are seven common challenges ...
- The End of Solution-Based Selling
The way most companies are selling solutions just doesn't work in today's business world. Things have gotten so complex that ...
- Product Differentiation in a B2B Market
Companies everywhere are struggling to differentiate their offerings. They dream of establishing an unassailable market position for their solutions, a ...
- Value Creation: The New Core Competency
If you're competing on price, you'll never achieve maximum profitability. Instead, everyone's job must become value creation. But are you ...
- Driving Forces of Commoditization
Rapid commoditization of products and services is exasperating even the most skilled professionals. The solution provider is struggling to differentiate ...
- The Art of the Complex Sale
Is your sales staff making sales? Or is it offering free consulting? Here's how to avoid the latter.
- Seven Simple Clues to Recognize a Great Salesperson
How do you distinguish top sales professionals from the less-dynamic candidates?
