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Economist Fredmund Malik said, “Results should give pleasure.” People often get distracted or confused in certain selling activities. Top performers seem to have a sixth sense about when buyers or committees aren’t going to buy and will remove them from their pipelines. B and C Players, on the other hand, get excited just because prospects ...

I took a trip recently to visit an entrepreneurship conference in another city. On the evening of the first day, while having a nightcap in the hotel bar, I happened to eavesdrop on a fascinating conversation between Dr. Abraham, a world-weary experienced entrepreneur, and a young, energetic hot venture capitalist named Doug. The first part ...

Adapt. This is nature’s keyword when it comes to evolution and the survival of the fittest. This is also the keyword when it comes to sales strategies. You probably hear it again and again, but it’s worth repeating: the sales process now is a completely different animal than it was before information became so readily ...

  Many of today’s buyers like to do their own research and undertake a self-discovery process during the early stages of their buying journey. As a salesperson, you can utilize social selling to improve the customers’ purchase and research experience. Global research, conducted by IDC in February 2014, finds that online social networks play a vital ...

During a recent visit to an entrepreneurship conference in another city, I happened to eavesdrop on a fascinating conversation in the hotel bar at the end of the evening, between Dr. Abraham, a kind of world-weary experienced entrepreneur and a young, energetic hot venture capitalist named Doug. The first part of the conversation covered the fact ...

Not by the hard sell that’s for sure. When you flog a product or service at them with heavy pressure tactics, they run for cover; they don’t lean in to you with a willingness to listen, buy and refer you to others. It doesn’t have to be like that. Even the toughest customer can be ...

The relationships formed between salespeople and their managers is vitally important for businesses in the modern world. A good relationship can have a positive impact upon performance and job satisfaction rates, while a poor relationship can have the opposite effect. For this reason, sales managers training often places an emphasis on fostering a strong relationship ...

The importance of positive sales results in business can never be overemphasized. The business survival relies on how well salespeople are performing. This is, in fact, a pill many business people don’t like to swallow. And when you combine result oriented sales team with innovative technology, achieving sales targets become easier. You may argue it; ...