August 3, 2015
How do you create leading markers that track the behaviors required today for successful sales tomorrow? The answer is Key Performance Indicators (KPIs). Learn what KPIs you must track to ensure you have a healthy pipeline and future business.
July 31, 2015
Few things have as great an impact on sales performance as customer experience. A good buying experience leads to loyal customers, more referrals, shorter sales cycles, increased up-selling and cross-selling, and trusted advisor status for salespeople.
July 30, 2015
It just may be the dirtiest little secret in professional sales: that subject matter expertise is the key to sales success. Yes, you have to have it, but whether a buyer hires you depends on much more. In this article Charles H. Green explores what goes through buyers' minds during the decision process.
July 29, 2015
Having a great product or service is not enough to win a sale or create customer loyalty. That’s a given—an expectation. Today, the customer’s experience determines if a person buys from you. Given that, sales teams need companywide support. Provide an environment that enables sellers to provide the best possible buying experience.
July 27, 2015
Buyers behave differently today than they did years ago, and selling tactics have to evolve with those differences. Star sales performers understand that and have adjusted their approach accordingly. Here's a look at four things they do that less-successful salespeople don't do.
July 24, 2015
The companies that win most have a culture in which everyone recognizes that the sales organization is part of the competitive advantage of the business. To create that culture, sales leaders must drive the effort and focus on three fundamental principles.
July 23, 2015
It's tempting to blame PowerPoint for bad presentations. The truth is, however, sellers create most presentation slide problems. Before you give another presentation, ask yourself these three questions to make sure it generates excitement and doesn't confuse your audience.
July 22, 2015
Assertiveness is essential in the workplace, especially in sales. You have to be willing to call prospects, ask buyers questions, offer opinions, and even sometimes challenge their ideas. Doing so ensures you uncover the true need and offer the best solution.
July 20, 2015
Knowing if a potential customer is a suspect, prospect, or qualified lead can give you an advantage. It helps you determine how to best approach the buyer, and it ensures you give them exactly what they're looking for. Learn their differences and what they want from you.
July 17, 2015
Sometimes you need to take a more radical approach to reframe your client's problem. You need to help them see things from a different perspective. In this article, Andrew Sobel explains five radical reframing options that help you identify the right problem and the best, highest-impact solution.