Around this time last year, Harvard Busiess Review wrote an article; The End of Solution Sales. While the article states some on-point notes about changing sales methods and customers becoming more connected, a study by Shultz, M. and Doerr, J., What Sales Winners Do Differently, from the...
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Once you've finally got that sales meeting on the books, you need to create a presentation. Should you create a slide deck that aids your presentation? Should you give a live demonstration of your product? Is an unscripted conversation best? These are all things to consider when crafting your...
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Today’s customers are more informed than ever before. From
being able to find expert opinions on social media and through online forums, to mastering
comparison shopping on the go with reviews and price comparisons on their mobile phones, the modern consumer learns about products from
many places...
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Your typical strategy for meeting targets in sales is to regularly set aggressive individual quotas, rely on your top sales reps to hit those
targets, and hope to get enough from the rest of your squad to get you over the
top. This may be fine for driving
short-term growth, but may not make for a...
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If you
have heard it once, you have heard it a hundred times, “I really like your
product, but the price is just a little out of my budget. Can you drop the
price by 20 percent?” Because sales professionals get this request so often,
they assume that the most important thing to customers is...
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Your presence in a sales meeting can make or break your chances at making a deal. The way you interact with the people in the room, the solutions you provide, and your overall tone can quickly put you into the good (or bad) graces of your prospects. Bringing resources, telling stories, and asking...
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It sucks to lose a sale. Especially one you were sure was
going to close. Maybe you had even counted it towards your quota as a
done-deal. Ugh!
This happened to me a while back – and it nearly killed my year.
Luckily, after I absorbed the shock, I went on a hunt for gold. The gold in the
lost...
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Marketing’s
job is to keep the sales funnel full of high value leads, while the
sales team’s job is to close new business. The truth is that is these two teams
don’t always work in alignment. Sales teams spend wasted time mining leads of varying quality from a variety of sources, and...
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You’ve been
offered a new sales job (Congrats!) and now it’s time to talk numbers. While
variable commission and incentive compensations are likely set in stone by the
company, there are a few salary items that are worth negotiating. These include
your potential base pay, flex time, and...
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