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Craig Elias
Craig Elias is the creator of Trigger Event Selling™, author of the award-winning sales book “SHiFT! Harness The Trigger Events That TURN PROSPECTS INTO CUSTOMERS” and contributing author to the #1 Selling Book on both Amazon and The Wall Street Journal "Masters of Sales”.
In my last blog post I wrote that the best way to repeat your biggest sales wins is to conduct a special form of a Won Sales Analysis. Conducting such an analysis tells salespeople exactly how and why they won the business and how to identify the prospects most likely to provide a similar...
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The number one way to repeat your
biggest sales wins is to conduct a special form of sales analysis.
A lot of salespeople have been
taught by their sales managers that “if you lose the sale you never want to
lose the lesson” and as a result, they may conduct a Lost Sales Analysis hoping to learn...
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According to a DemandGen report, 8 out of 10 B2B purchases are
unplanned, but have you ever asked
yourself what causes decision makers to shift their priorities and buy
something that was unplanned and unbudgeted? The answer is a series of Trigger
Events.
Understanding
Trigger...
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One key way to sell more is to understand the buying mode of the decision maker and then catalog it in an iPad app such as FatStax. This app integrates with Salesforce, to provide the right information on that call.
Here are the three main buying modes:
1. Status Quo: The buyer is...
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