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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 Counselor Approach to selling. In this article, we'll examine how success for your organization comes from recognizing what has changed and what has not.

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Changing the Differentiation Game: Creating Real Sales Differentiation Your Customers Value and Competition Cannot Replicate

What if your salespeople could expand your offering and create a highly differentiated solution that represents unexpected business value to your customer, and is hard for the competition to replicate because it is unique to the customer? The very thought may hit you like a triple shot of espresso! 詳しくはこちらへ

Competitive Sales Strategy: Influencing the Decision to Win the Sale

How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer's needs, and strong buying signals right up to the last. Then came the dreaded call: "Thank you for the proposal, but we've decided to go with someone else." So, what happened? Could this loss have been prevented? 詳しくはこちらへ

Competitive Superiority: Execute Competitive Moves and Countermoves to Win the Business

One of the top challenges of sales leaders is the "inability to communicate value differentiation." To find out what really matters, salespeople need to acquire the perspective of multiple stakeholders, not just make one or two calls. Read this article to learn how to identify the customer's idea of value and the competitive landscape in order to build your sales strategy and position yourself to win. 詳しくはこちらへ

Consultative Selling: Is Your Sales Team Creating Real Differentiation?

To avoid the pitfalls of competing on price, salespeople are often told they need to "sell the value." Another strategy is to "value-add," by offering the customer extra services or product features without charge. While these strategies can be effective short-term, neither of these approaches produces a sustainable advantage. 詳しくはこちらへ

Creating an Effective Digital Sales Development Strategy (e-Book)

When remote work shifted from a temporary to a long-term solution, many organizations realized they could not continue to delay their sales capability training efforts. While the challenges of the salesforce remained the same, the approach has changed radically. Through our work, we’ve discovered four keys to designing transformative digital sales development that delivers proven results. 詳しくはこちらへ

Customer Experience Is the New Black: The Key to Revenue Generation in the 21st Century

Customer experience will overtake price and product as the key brand differentiator. Learn how to build a branded customer experience that enhances the customer's perception of value. 詳しくはこちらへ

Debunking a Few Myths About Virtual Selling

While selling virtually may be different, introducing all new core selling skills to your sales professionals may not be the answer. Here are three common myths debunked to show why it's important to take a half step back from launching a new virtual selling program in order to reinforce and carry forward the best of what you already have in place. 詳しくはこちらへ

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 emphasized in his proposal. 詳しくはこちらへ

Don't Leave Good Business on the Table: 5 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, and salespeople feel they are forced to compete on price. 詳しくはこちらへ

Earning Trusted Advisor Status—and Benefits

A trusted advisor is a coveted position that provides greater business value to customers and to selling organizations. Achieving it means going beyond what is necessary and expected and taking the time to ensure you are advancing the customer’s business, every time. In this article, we'll explore the three key principles that point the way to becoming a trusted advisor. 詳しくはこちらへ