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Ken Valla
Written By Ken Valla
Blog: Calling on executives... don't get "referred downward" (4 November 2010)
Not long ago I was talking with a senior executive about the barriers confronting salespeople who want to meet with their customers' top leaders. I mentioned the common complaint that executives are hard to access and often refer salespeople right back down the line to their functional department heads. His response stuck in my mind: "You get referred to who you sound like." En savoir plus.
article: De la vente de solutions au conseil aux entreprises : Développer les compétences commerciales pour gagner en compétitivité
Dans une économie craintive, les managers commerciaux sont confrontés à un dilemme : les clients encore en mesure d’investir dans de nouvelles solutions exigent des remises et autres concessions. En même temps, les organisations de vente sont sous pression pour fournir volumes commerciaux et rentabilité afin de répondre aux attentes de leur propre entreprise. En savoir plus.
article: De retour dans le jeu : Des compétences en vente stratégique pour trouver des prospects cachés dans vos comptes actuels
Quelle stratégie de croissance votre organisation de vente poursuit-elle alors que l’économie commence à montrer des signes de reprise ? L’amélioration du climat économique s’accompagne d’occasions de passer du mode survie au mode croissance. En savoir plus.
Blog: How to get salespeople to call higher: Tips for success (19 August 2020)
Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe "green zone" of familiar contacts, many salespeople are particularly intimidated by trying to get appointments with executives. En savoir plus.
Blog: To differentiate, leverage your customer's view of fair value (19 August 2020)
I hear a lot of questions these days about how to differentiate in a weak but highly competitive market. The challenge affects clients from both ends of the spectrum—those selling premium high-end solutions with high costs, and those whose solutions are regarded as commodities. En savoir plus.