Featured article

no. 12/2020

Selling in uncertain times

Selling in uncertain times

In most industrial countries affected by the COVID-19 pandemic, the rate of newly reported cases finally appears to be decelerating, after nearly half a year since the global pandemic began. This is good news, certainly. However, according to recent research by McKinsey, the pandemic recovery curve is not likely to be symmetrical – it will almost certainly exhibit a gradual return to normalcy over...

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no. 11/2020

What game are clients playing?

What game are clients playing?

Sales is a game. A game in which both sides are guilty of foul play. Bluffing, manipulation, and unfair tactics are an integral part of the whole process. Where in all this is a place for an authentic relationship between partners?

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no. 10/2020

Storytelling ‑ facts and myths

Storytelling - facts and myths

Storytelling is an increasingly popular tool in sales. When practiced and refined, it can bring measurable results in the form of improved results and better customer relations. However, there are still a few storytelling myths that are circulating in the world of sales. Let’s have a look at three beliefs about storytelling and see if they’re true.

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no. 9/2019

Leaving a good impression

Leaving a good impression

For the client, every time they contact you, your company, or meet your product or service, they are having an experience. A positive or negative impression, however short, may decide whether or not they work with you or the organisation you represent. Therefore, Customer Experience Management, i.e. the process of providing clients with unique experiences and evoking positive emotions, is playing an...

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no. 8/2019

An effective prospecting plan

An effective prospecting plan

When looking for ways to increase your effectiveness, you probably have to deal with new theories or trends in the field of sales techniques. Their creators stubbornly preach about ‘the end of the cold call era’ or about ‘sales 4.0’. One thing remains unchanged - prospecting, or the art of acquiring new clients. The most common reason for the failure to sell is an empty sales funnel. That is why it’s...

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no. 7/2019

Results under control ‑ managing the sales funnel

Results under control - managing the sales funnel

Have you ever looked at your calendar with the feeling that you don’t know what to do and where you stand? If your boss asks you how much you’ll sell this month, do you just make up a number? Do you have the impression that your sales happen accidentally? Do you feel that you devote too much time to some clients, and that not much comes out of it? If you answered yes to these questions, don’t worry...

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no. 6/2019

How to bargain, or price negotiations in practice

How to bargain, or price negotiations in practice

The ability to negotiate the terms of business cooperation is one of the basic competencies necessary to build each salesperson’s effectiveness. Among the issues negotiated in all industries, the question of “most important” - and also “most difficult” - is, of course, the purchase/sale price. So how do you prepare for such situations?

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