As part of a session at last year’s
Dreamforce, Brian
Millham, EVP, Global Commercial Business Unit for Salesforce.com joined
both marketing and customer service experts for a three-pronged discussion aimed at small
business growth.
Speaking from the sales perspective, Millham highlighted...
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Two entrepreneurs sell the Cell Helmet on Shark Tank
Developing a sales pitch is both complex and time
consuming. What may work for
some buyers might not be right for others. Time is money and whether you're
selling a product, service, or a full solution, you need to captivate your
audience...
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Lead singer of White Denim, James Petralli
Have you ever gone to see a musician, speaker, or performance and walked away asking yourself "how do I get whatever they have?" They are living into their greatness and don't need anyone else to believe them or to buy into what they are...
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One of the common responses to a tough selling environment is to let anyone on the sales force offer a discount.
And that's the problem. The key word is “anyone.”
What this means is that cutting a price to
secure a sale isn’t a competitive advantage, because it can be done...
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In today's competitive business world where every move matters, don’t you wish that someone would hand you a rule book for success, at least for the basics? Well, for anyone who needs a few hints about doing
it right the first time, you're in luck.
Below are 5 essential guides to help you...
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[Tip: Salesforce has launched the Sales Performance Accelerator, giving
you the tools to tackle these three challenges.
See the Sales Performance Accelerator demo for more info.]
Growing revenue is always a challenge. Whether you have a lack of pipeline, sales cycles
that are too...
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There is so much confusion
around the difference between price and value. Here is a simple example.
My hometown Columbus, Ohio
birthed the Wendy’s fast food restaurant chain. Wendy’s offers what they
describe as a “value” menu. A single cheeseburger can be purchased for as
little as $.99, and so...
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Sales has changed more in the last ten years than in the previous hundred. The traditional sales tactics simply no longer work in our digital age. That's why we were thrilled to host New York Times best-selling author Daniel Pink to share insights from his latest book, To Sell is...
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Experienced sales
professionals already know that asking questions is the best way to uncover
customer needs. However, you can be good at asking questions and still never be
highly successful, and here is why:
A lot
of sales professionals only ask questions so they can steer the customer to...
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