销售有效性 — 文章和白皮书∶ 查看更多有关销售有效性的文章和白皮书
销售有效性
销售有效性
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销售有效性 — 文章和白皮书

Move Beyond Needs-Based Selling
by Selling to Value (e-Book)

Move Beyond Needs-Based Selling<br/>by <i>Selling to Value</i>

94% of executives indicate that they want salespeople to engage them in a business impact discussion—but only 19% of salespeople do this effectively. Download our exclusive e-book to learn how selling organizations can drive greater results by going beyond needs-based selling to sell the way their customers want to buy.

>>> 了解更多

查看更多有关销售有效性的文章和白皮书

没有第一 以前没有 1 到 10 的 35 下一个 最后

不要 被竞争的 表象迷惑: 了解客户真正看重的价值

一名印刷公司的销售人员，与一位负责公司内部印刷事务的客户有着长期的业务关系。销售得知客户公司决定将印刷服务整体外包，他对拿下这笔业务踌躇满志。但最后，这名销售人员十分吃惊地发现，这笔业务竟然被另一家竞争对手拿走了。他的联系人告诉他，另一家公司提供了“更好的价值”。销售人员原以为他很了解这家客户，但现在他非常纳闷，“到底什么情况是别人知道而我却不知道的?” 了解更多

不要错过赢单: 五项双赢销售谈判策略

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

取得销售有效性的三要素: 如何创造持续性竞争优势

传统意义上，一个公司能够凭借新产品赢得长期优势，或是凭借雄厚资金和公司规模来占据市场，或是通过广为人知的品牌认知度和全球影响力来抓住市场。而今天，这些特征可能可以产生一个暂时的市场优势，但也可能产生一个竞争劣势。 了解更多

平衡两种角色：顾问(Consultant)和策略者(Strategist): 获得卓越销售能力的关键是管理好销售的四个方面

曾几何时，销售人员只需要扮演单一的角色——供应商、可信赖的顾问、质疑挑战客户想法的人。但在现今白热化的市场竞争中，成功的销售人员则需要扮演好两个相辅相成的角色——客户的顾问和自己所在组织的策略者。 了解更多

成为客户真正信赖的顾问: 你需要知道的3项关键原则

达成销售成功，同时成为客户信赖的顾问，是件很不错——甚至是值得光荣的事情。但在当今的购买环境中，如何才能成为客户真正信赖的顾问呢？ 了解更多

掌握灵活应变能力，驱动销售业绩: 运用社交风格——获得约见、提高成交率、保护你的客户群

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. 了解更多

竞争销售策略: 影响“得单”的决定

到手的机会，说没就没？你的销售人员与联系人有良好的关系，有合适的解决方案去满足客户的需求，甚至在上一场会议上也透露着明确的购买欲望。但，接着传来了可怕的电话：“谢谢你的建议，但我们已经选择其他公司了。”那么，为什么会这样，这种损失能避免吗？ 了解更多

综合性销售领导力: 管理步骤，领导员工 (销售管理的观点)

维新企业管理顾问公司通过多年的研究发现：卓越的销售人员不能成功的转换为卓越的销售经理多源于 这两个角色的重要环境差异。如下表所示，促进销售人员施展才能的环境与销售经理的迥然不同。 了解更多

3 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 organizations are pursuing new business—which often means taking advantage of competitors' complacency or mistakes in providing service to customers. 了解更多

3 Winning Strategies for Prospecting: Right Prospects, Right Message, Right Attitude

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

没有第一 以前没有 1 到 10 的 35 下一个 最后