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.
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?" 詳しくはこちらへ
It happens all the time: The top salesperson gets promoted to sales manager. The organization 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. 詳しくはこちらへ
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. 詳しくはこちらへ
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. 詳しくはこちらへ
A compelling conversation under the title “Sales Enablement” is unfolding among thought leaders in sales and marketing. The initial emphasis on sales enablement grew out of what Harvard Business Review calls “the notoriously fraught relationship between sales and marketing.” As companies sought solutions to better align sales and marketing to drive better revenue results, people started to talk about how other functions could and should also be better approached and aligned in order to enable sales. Yet, as with any exciting evolution, there is a lot of buzz but not necessarily a great deal of clarity as to what it means. So what exactly is sales enablement, why does it matter to your business, and what are the keys to doing it well? 詳しくはこちらへ
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.
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 organizations to use and sell to value. Read how sales organizations can drive greater results by developing an approach to selling that aligns your offering to the business value it creates for your customers. 詳しくはこちらへ
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. 詳しくはこちらへ
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. 詳しくはこちらへ