Do you sell technical products, services and platforms? Do you utilize your company’s sales engineers
(SE’s) to demo your offering and work out technical details so you can clinch the sale?
If so, take a look at the four costly mistakes you may be making with your sales engineers. Let me know if...
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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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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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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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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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Much has changed in the sales game over the years, and much has stayed the same.
We asked these sales veterans for tips for the young salesperson.
Questioning and listening skills are vital. Close behind that would be pricing integrity.
A young salesperson can learn a lot from veteran salespeople...
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For all of you entrepreneurs out there, here is CEO Marc Benioff's account of the salesforce.com branding
exercise that led them to grow from start-up to the company we are now. This is an excerpt from Marc Benioff's book "Behind the Cloud."
When starting any...
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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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