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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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Selling to multiple decision-makers: Warning: Major delay ahead!

More than 85 percent of sales opportunities involve multiple decision-makers, most salespeople are ill-prepared to sell to decision-making teams. The ability to effectively deal with multiple decision-makers can mean the difference between success and failure in your sales numbers. Read how the key to success involves mastering three sales skills. Узнать больше

Selling to value: The art and science of discovery

94% of executives surveyed indicate they want salespeople to engage them in a business impact discussion, yet only 19% of salespeople are effective in this regard. Customers increasingly expect selling organisations to use and sell to value. Read how sales organisations can drive greater results by developing an approach to selling that aligns your offering to the business value it creates for your customers. Узнать больше

Selling virtually: Everything has changed, yet nothing has changed

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. Узнать больше

Skilfully leading forward from this new place: Resilient sales leaders build resilient salesforces

Given the current realities, resilient sales leaders need to mindfully pause and emerge with a proven process to foster innovation, opportunity, and success. In this article, we’ll consider the likelihood of your sales organization surviving or thriving during these challenging times based on what you tell yourself about chance, how you deal with and refocus dispersed energy, and how you lead through change. Узнать больше

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

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. Узнать больше

Strategic selling: Outmanoeuvre the competition

Salespeople often believe they know what the customer wants and needs, based on their own company's value proposition and one or two discovery conversations with trusted contacts. Salespeople may be responding to an RFP that spells out the official requirements—information that is shared with all bidders. In fact, this information only tells part of the story and will not really help the salesperson clearly understand how the customer sees value. Узнать больше

Successful sales enablement: Bridging the gap between strategy and execution (Point of View paper)

Successful sales enablement requires an approach that bridges the gap between the sales strategy and execution, and provides the sales-force with all of the information and resources they need to generate revenue. Read more about how to build an approach that yields results. Узнать больше

Successful sales skills for increasing win rate and profitability: An evidence-based strategy

Salespeople’s drive to win is key to their success—but their drive combined with a challenging environment can cause them to pursue any deal at any cost, which means they invest time and resources on improbable and unprofitable deals. In this article, we'll discuss the evidence-based approach that leads salespeople and managers toward high-probability and high-profitability opportunities. Узнать больше

Three strategies for peak sales performance: How to create renewable competitive advantage (Point of View paper)

Traditionally, a company could win long-term advantages with new products, or dominate with deep pockets and massive size or capture markets with widespread brand recognition and global presence. Today, these attributes may produce a temporary market advantage, but may also create a competitive disadvantage. Узнать больше

Three vital strategies to protect your customer base: How to retain your most profitable accounts

Sellers as well as buyers are taking stock of priorities as the economy continues to show weakness across most industries. As a result, most sales organisations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers. Узнать больше

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