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Août 19, 2020 - Quenching your customer’s thirst for value

Quenching your customer’s thirst for value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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Septembre 26, 2014 - RFPs… So you’re telling me there’s a chance!

par David Yesford

“So you’re telling me there’s a chance. Yeah!” Sound familiar? You probably recognise these classic lines from the movie Dumb and Dumber, starring Jim Carrey as Lloyd Christmas, the eternal optimist. I’m not saying all requests for proposals (RFPs) are like this, but it sure does feel like it sometimes. En savoir plus.

Août 26, 2014 - This is my best and final offer!

par David Yesford

Over the years, my travels have often taken me to India. Some of the most fascinating experiences I’ve encountered while there have occurred at the Indian markets, including one particular experience at the Dilli Haat market in the central part of Delhi. En savoir plus.

Juillet 22, 2014 - Don’t go into the woods! Horror stories from the sales field

par David Yesford

It is a damp night, fog rolling in. A wolf howls as eerie music plays in the background. A woman appears, blood on her hands. Alone and scared, she stumbles out of the house and down creaky stairs, looking out across a wide yard. At the edge of the yard is a dark entrance to the woods. The woman looks around, then heads slowly toward the woods. If you are sitting at the cinema, what are you saying to yourself, maybe even yelling at the screen? “Don't go . . . Don't go into the woods!” En savoir plus.

Septembre 25, 2013 - Hot pursuit of a win can backfire

par David Yesford

Salespeople love to win, but hate to lose. And sales management applauds this drive, and wants to help salespeople win, but win the right business. The key is, the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable. En savoir plus.

Avril 25, 2013 - Are your sales managers adding value?

par Michael Leimbach

Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organisations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance. En savoir plus.

Janvier 10, 2013 - Choreographing the competitive dance: Planning moves in a competitive environment

par David Yesford

To choreograph the competitive dance that happens in every selling situation, you first need to understand why people are out on the dance floor in the first place. That sits squarely in understanding what the customer values. En savoir plus.

Novembre 12, 2012 - Rumours of the death of consultative selling are premature.

par Michael Leimbach

If you have been following sales training articles and blogs recently, you would think that the role of salesperson as consultant and trusted advisor is dead. These articles suggest that the ideal salesperson acts as if customers are wrong about their "real" problems and challenges customers about their knowledge and assumptions. En savoir plus.

Septembre 24, 2012 - Are your customers buying differently? You bet.

par Michael Leimbach

New technology is changing the buying process. In the past, customers had little information about providers available to them and it was difficult to make direct product comparisons. Today, customers have multiple resources with which to identify, screen, and select suppliers without contacting them and often reject sellers before the seller even knows they have been screened out. In fact, an American Marketing Association report indicates that 80% of customers find sellers before sellers find the customer. This is a significant change in how buyers buy and requires an equally significant change in how sellers sell. En savoir plus.

Octobre 11, 2011 - Protect and retain your strategic accounts by aligning organisations

par Peter Krammer

Nothing is quite as profitable and rewarding for a supplier as a strategic account. There is a myth embraced by far too many organisations that the health of this type of relationship is the province of the sales department. Let’s challenge our thinking on that. En savoir plus.

Avril 1, 2011 - Q: Hire salespeople and train them to be scientists - or hire scientists and train them to be salespeople?

par Carl Eidson

A few days ago I posted this question on a LinkedIn discussion group focused on sales effectiveness in the chemical industry, a market segment that employs many scientists and technical experts as part of the sales force. While this discussion was focused on sales in the chemical industry, the same issues apply across many industries including laboratory equipment, high tech systems, aerospace, alternative energy and more. En savoir plus.

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