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.
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 organizations are under great pressure to deliver both sales numbers and profitability to meet their own company's expectations. 詳しくはこちらへ
What growth strategy is your sales organization 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. 詳しくはこちらへ
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. 詳しくはこちらへ
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. 詳しくはこちらへ
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. 詳しくはこちらへ
Customer experience will overtake price and product as the key brand differentiator. A consistent customer experience is critical where every member of the hospitality organization own a piece of the customer experience. But how? Learn more.
Would you ask the best violinist in the orchestra to take over conducting without any preparation to be a conductor? Probably not. And if you did, you wouldn't have very high expectations for the orchestra's performance. Yet this is exactly what most organizations do. They promote high-performing salespeople into management roles without preparing them to be confident and competent in the critical areas of coaching, motivating, and developing their people. 詳しくはこちらへ
As a sales leader, you probably debrief sales calls, review sales campaigns, analyze 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. 詳しくはこちらへ
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?