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. 了解更多
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 organizations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers.
If your organization is like a lot of sales organizations, you may have intensified prospecting efforts lately as old customers downsized, cut spending, and in some cases, switched to other suppliers. The problem is that prospecting is often time-consuming, costly, wasteful, and hard on the morale of the sales team. 了解更多
What would a 29% increase in top-line salesforce performance mean to your organization? Our research shows that when sales managers have the right skills, the single action of coaching has the greatest impact on the performance of your salesforce.
If you think your salespeople can control the way buyers buy — think again. The old adage that "people love to buy, but hate to be sold" has changed to "people know how to buy, and won't be sold to." But, that doesn't mean it's time to fire your salesforce. With a little insight into today's buying process, salespeople can understand how customers buy and dramatically increase their sales results. 了解更多