Strategies for success

no. 13/2020

Mapping sales competencies in a team

Mapping sales competencies in a team
  • Some salespeople’s plans always seem to work out. How do they do it?
  • How can we judge the strength of our team?
  • Is there a universal formula for the perfect salesperson?
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Open access no. 12/2020

Get the client to open the offer

Get the client to open the offer

“Please send an offer by email” is one of the worst sentences a salesperson can hear. For many, it means one thing - the end of the conversation and a missed opportunity. But is that really the case? And what should be done to ensure that the client actually opens the offer and, above all, wants to read it? Discover the most common mistakes, avoid them, and learn how to use an emailed offer to your...

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no. 12/2020

Success in negotiations? Don’t start without BATNA

Success in negotiations? Don’t start without BATNA

When we’re preparing for negotiations and we feel that the client has the upper hand, we often find ourselves considering how much we’re willing to concede. However, this is the wrong approach, and it may end badly for us. Instead of analysing what we are and aren’t willing to give up, it’s worth first thinking about the consequences of not reaching an agreement. Searching for the possible alternatives...

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On-line only no. 12/2020

How do we collect information on clients before we contact them?

Today's client expects a knowledge-based conversation. However, the topic of the conversation has changed. Knowing your product only gets you in the door. What really matters is how well you understand the client's world and what you know about the challenges and opportunities they face. With this knowledge, it will be easier to initiate contact with a new client and to conduct a partner-to-partner...

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no. 11/2020

5 factors of success in B2B selling

5 factors of success in B2B selling

In our book, The Collaborative Sale1, my colleague Keith Eades and I looked closely at the behaviors of top performing sales professionals, especially those selling business-to-business (B2B) solutions. We identified how exceptional sellers align with modern buyer preferences, and we described various methods for achieving strong results consistently.

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no. 11/2020

Creative thinking techniques

Creative thinking techniques

A business presentation is just getting started. The salesperson turns to the first slide and says: “Good morning! My name is John Smith and I would like to tell you a few words about our company.” After such an introduction, we already know how this presentation will go and that nothing will surprise us. We’ll be bored for the next half hour...

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Open access no. 11/2020

The fastest way to be a memorable salesperson

The fastest way to be a memorable salesperson

In sales, being memorable matters! You work much too hard and put in far too many hours to let yourself be easily forgotten. You don’t want to be part of the ho-hum background noise in other peoples’ lives. You’re better than that. You have more to offer than that. And it’s time you made some simple changes to how you present yourself so the impression you make is a lasting one.

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