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Special Rerelease: How to Sell to Value
in the New Sales Environment (e-Book)

Special Rerelease: How to <i>Sell to Value</i> <br/>in the New Sales Environment

Do your salespeople know how to determine value for each customer opportunity? As many organisations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well.

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Leveraging manager involvement for learning transfer: Three tips to pull learning through your organisation—A blueprint for success

Managers play a pivotal role in the transfer of learning and helping to drive performance results. But how can we best leverage busy managers' involvement in maximising learning transfer? We've honed it down to three practical yet effective tips. Узнать больше

Master versatility to drive sales results: Applying Social Styles to gain access, increase close rates, and protect your customer base

As a sales leader, you probably debrief sales calls, review sales campaigns, analyse prospecting activity and ride along on certain customer calls to observe or assist. No doubt you have noticed that each salesperson has some customers and prospects that they easily connect with and others that they don't. Узнать больше

Negotiation: The new customer standard: Five strategies for sales negotiations

The traditional “us vs. them” approach to negotiating has passed. Today's sophisticated buyers want sophisticated selling. Your future clients demand collaborative conversations, fair outcomes, and a process that ensures their needs and interests are met. To meet this new standard, your salespeople must possess the confidence and the negotiation skills to succeed. How prepared is your team? Узнать больше

The numbers don’t lie: A business case for customer experience

“By 2020 customer experience will overtake prices and product as the key brand differentiator” according to the Customers 2020 report. Developing a branded customer experience that enhances the perceived value of doing business with your company is critical to customer loyalty. Check out the infographic and see that “The numbers don’t lie.” Узнать больше

The power shift: Customers are in control like never before

Customer experience will overtake price and product as the key brand differentiator. Retail brands must provide enhanced value with a differentiated customer experience. But how? Learn more. Узнать больше

Prosper or just survive? Building resilience capability (Leadership insights series)

We live in challenging times, with change all around us. How resilient is your organisation with leading and working in these challenging times? For organisations to grow, they must be resilient. Leaders must not only help their employees build resiliency, but also grow their own resiliency. Discover a three-step process for leading in times of change. Узнать больше

Sales differentiation through enhancing the value

A recent conversation with a VP of Sales highlighted the frustrations of many sales professionals in this weak economy. "How do we gain the attention of customers when they are being flooded with calls from so many sales reps?" he asked. "How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?" Узнать больше

Sales leadership: Two key actions that increase sales performance

It happens all the time: The top salesperson gets promoted to sales manager. The organisation soon discovers, however, that the skills and perspectives that made this person a top salesperson are not contributing to success as a sales manager, and, may in fact be detrimental to the sales role. Узнать больше

Sales Methodology as the Force Multiplier: Taking Salespeople Where They Need to Go

Sales methodology is about the human behind the sales persona and, when executed well, quickly becomes a force multiplier. In this article, we'll explore sales methodology from the salesperson's point of view, and see how an effective sales methodology can help salespeople define and execute sales strategy in order to build a healthy pipeline and improve win rates. Узнать больше

Sales versatility in the pharma industry: Connecting with customers every time

As a sales leader, you also may have noticed how much easier it is for salespeople to connect with some physicians than others. Sometimes the same approach that was successful in one case was completely ineffective in another. And some established relationships end up being downright difficult — fraught with tension and frequent communications issues and misunderstandings for reasons that are hard to understand. Узнать больше

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