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When I speak to audiences of sales professionals and ask, “How many of you sell value versus price?” everyone raises their hand. But my next question “So how do you do that?” is frequently followed by an uncomfortable silence. Many consider themselves to be value sellers but few are able to articulate what that really ... Read Post
Improve Sales Results with Shorter Prospecting Calls Long meetings that drone on are rarely productive. This is especially true when having an initial meeting with an unqualified lead. Unlike an actual selling conversation, a prospecting or qualifying conversation needs to be short and to the point. You just got a referral from a client or ... Read Post
There is no shortage of advice one can get when trying to determine the basics when talking with potential new customers and clients. How to converse with prospects: asking the right questions and asking insightful questions will give you a better understanding about who you are connecting to and how you may be of service. ... Read Post
Your B2B sales prospects don’t want to hear about you. They want to hear about themselves. We all do. They don’t necessarily need compliments and platitudes. But they do want to know that you understand their issues, their needs, their priorities. You may or not have a solution for them, that they need right now. ... Read Post
Editor’s Note: As part of our ongoing Sales Innovators Interview series, we are very pleased to include video interviews of eminent sales leaders by Andy Paul. Andy is a sales acceleration expert and sales strategist, and is the author of the best-selling sales books, Amp Up Your Sales: Powerful Strategies That Move Customers to Make ... Read Post
Smart sales organizations know how important it is to invest in their frontline managers. Skilled sales managers are at the heart of the sales team. With our 2015 Sales Manager Survey, we set out to understand how companies go about building skilled leadership. What are the priorities for skill development and support? What we discovered ... Read Post
Raise your hand if you’ve heard any of these statements over the last 2 years: “67% of the buyer’s journey is now done digitally.” -SiriusDecisions “57% of the buyer’s journey is complete before a customer’s first contact with a supplier.” -Corporate Executive Board (CEB) “On average, prospective buyers in B2B settings have completed 57% of ... Read Post
Editor’s Note: Today we post Chapter 6 of a 10-chapter book, authored by our CSO, John Golden and Matt McDarby, President of United Sales Resources. Did you know there is something called “Like farming”? You’ve probably seen the ads that promise hundreds of Facebook Likes or thousands of “real” Twitter followers for a small fee. ... Read Post
