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Sales - a dinosaur free zone
Sales – a dinosaur free zone
In a world where businesses are looking for transformational partnerships with key ‘suppliers’, the sales approaches of the past are no longer best practice. I’ve been around long enough, especially when working with clients in IT and Telecommunications to have seen the superstar salespeople who were not only rewarded at ridiculously high levels, but treated like rock stars. There were some…
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Solving Racial Problems By Selling: 619-768-2945
Sales Thought: It is Always About Execution!
Sales Thought: It is Always About Execution!
Whatever any Coach or Manager tells you, make no mistake that it is Always About Execution! You can have what you believe to be the best Product or Service, but without appropriate Execution, it does not matter! Look at what you are doing and ask yourself if you are Executing on all fronts: Relationship Management, Roadmap to Revenue, and Customer success. If not, you have work to do!
What do…
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Sales Thought: Selling is not an Event, it is a Series of Processes
Sales Thought: Selling is not an Event, it is a Series of Processes
Many of you might have a different opinion, but the fact is that nearly all things sold are not sold on a one Decision. It is usually a series of Steps that leads to a Decision.
The actual Steps are very different based on what you are selling. But the faster you start Mapping out Sales Process (By the way, do you have a Sales Process?) and get out of the business of “Reacting” to Customers,…
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Sales Thought: The only thing that is constant in Sales is Change! Now what do I do?
Sales Thought: The only thing that is constant in Sales is Change! Now what do I do?
Change is the only Constant. I am more sure of that than ever.
Great Sellers don’t hide from it and don’t complain about it. They deal with it. Is it easy? No, Great Sellers don’t complain, and if they do it is only to people outside of the business.
Great Sellers find a way to take Change and make it into a competitive advantage.
A Few Examples – if Competitor hits you with:
Pricing Change:…
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Developing business in professional services firms looks very different today than ten years ago. In the past, business often ws developed by individuals – based on their relationships. This model is shifting – and we’re seeing a rise in the role of a team to develop business.
Take a look at this blog or dig even deeper - Take a look.
The importance of team selling to overall sales success continues to build. We hear this increasingly from clients and colleagues. The theme is prominently being reported in research, too.
This team selling trend presents a new challenge for salespeople: leading sales teams though influence.
Team selling is becoming increasingly important in B2B sales. But it's not just two or more people in the same room. Team selling requires that salespeople acquire additional skill sets.
