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Sales Articles & White-papers

Selling virtually: Everything has changed, yet nothing has changed

Selling virtually

As salespeople continue to adapt to the current environment, it's easy to think, "everything has changed." While this may seem true, what hasn't changed are the rock-solid principles of the Counsellor Approach to selling. In this article, we'll examine how success for your organisation comes from recognizing what has changed and what has not.

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Don't be blindsided by the competition: Know what the customer really values

The salesperson in this example was sure he knew what the printing manager was looking for—she frequently told him how much she prized his company's quality, reliability and service. What he didn't know was that the buying committee included several finance people and a key user who were very concerned about price, rather than all the extra service the salesperson emphasised in his proposal. Узнать больше

Don't leave good business on the table: Five negotiation strategies for win-win sales

Everyone wants to make the sale in this challenging economy, and it's hard to resist the temptation to cut the margin, reduce the price or give away "value adds" the customer really should pay for. Of course, everyone is being squeezed. Customers are pressured to control costs and, limit spending, while salespeople feel they are forced to compete on price. Узнать больше

Earning the status of trusted advisor

While it is all well and good—even honourable—to associate selling success with being a trusted advisor, what does it take to earn that status with customers in today's buying environment? Узнать больше

Executive calling: The wisdom behind calling higher

94% of executives say that it is important that salespeople engage executives in a business impact discussion. Yet, only 19% of them say that salespeople do that effectively. Gain insights to help your salespeople engage decision makers more credibly. Узнать больше

From solution selling to business consulting: Developing sales skills for competitive advantage

In today's economy, sales leaders face a dilemma: Customers still able to invest in new solutions are also demanding discounts and other concessions. At the same time, selling organisations are under great pressure to deliver both sales numbers and profitability to meet their own company's expectations. Узнать больше

Getting back in the game: Strategic selling skills to find hidden opportunities in your current accounts

What growth strategy is your sales organisation pursuing as the economy begins to show signs of recovery? As the business climate improves, so do the opportunities for shifting from survival to growth mode. Узнать больше

Influence Strategies That Win: Steer the Buying Process and Players to Outmanoeuvre the Competition

Salespeople are told they should “call high, wide, and deep”—and really focus on the C-suite. But is that always the best approach? With buying processes becoming increasingly complex, we’ve provided insight into the 3 steps needed to shape buying decisions. Read this article to arm your sales team with the information required in order to deploy the influence strategies needed to win. Узнать больше

Integrated sales leadership development approach: Managing the process, leading the people (Point of View paper)

Many of the perspectives and skills a salesperson acquires in developing an effective sales approach are inconsistent with the perspectives, skills and environment of a sales manager. The accompanying table shows some of the major differences. Узнать больше

Is your customer base at risk? Protecting your existing business in tough times

In a challenging economic climate, you may be finding that prospective customers are strongly focused on down-sizing and cost cutting rather than on expanding their business or acquiring the latest new product features. Companies that may have been in growth mode last year are putting projects on hold, reducing capital budgets and paying renewed attention to cash management. Узнать больше

Is your customer experience inhospitable? Increasing guest loyalty by exceeding guest expectations

Customer experience will overtake price and product as the key brand differentiator. A consistent customer experience is critical where every member of the hospitality organisation own a piece of the customer experience. But how? Learn more. Узнать больше

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