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Does your demo start with any (or all) of the following? PowerPoint slides talking about your company, your customers, the problems you solve or the solutions you provide An agenda outlining what you’re going to demonstrate Logging into the software Clicking through a workflow or process Warning: Your Sales Demo is Upside Down and it’s ...

Someone once said to me, “I was certain it would be a success. Everything was in place—a great product and a truly unique selling proposition. We had a firm understanding of the prospect’s corporate requirements and buying process. I really don’t get why the results didn’t happen.” I actually have a pretty good idea. There ...

The “long dollar” is the dollar that keeps on giving to the salesperson. Here are a few quick hints to get you that elusive bit of currency.

From 1915 through 1975 it was the largest grocery store chain in the United States. Today you probably never heard of it. It was called A&P. Only a few A&P stores remain open today. One mistake in particular accelerated their rapid decline: they underestimated the importance of choice. They made a management decision to primarily ...

On what she loves about SalesPOP! and sales, the importance of asking the right questions, on reaching executives early in the sales cycle, seeing through the customer’s eyes, and the most important sales challenge of 2018. Janice Mars is a top contributor on SalesPOP! and truly enjoys it. “Your audience is very similar to mine ...

A simple blueprint for handoffs defines roles/responsibilities and strengthens sales hiring partnerships In hiring front-line sellers, organizations may flounder and fail when sales hiring practices are left up to a single department. Sales managers frequently take short cuts. Recruiters and HR business partners often miss the mark because it’s challenging for them to assess selling ...

1. “Mine’s Better” In technology sales, salespeople are often trained to focus on their product’s or service’s “bells and whistles” (features). This is done in an effort to convince potential buyers that their offering beats their competitor’s. The focus is put onto the technical (often slight) differences and advantages of their technology, instead of its ...

What is sustainable value? Stated simply, it is “value that keeps on giving.” For the customer it is that quality of a product, service or company that always delivers, that is always there. For the seller, it is an opportunity or an account that pays for itself over and over. Sustainable value should be the ...