Your Sales Management Guru

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3 Magic Questions a Sales Manager Must Know

Your Sales Management Guru

Often, the buyer has latent pain – they know they need to do something but they may not know what they need to know or how to decide. This presents your first challenge – how to help the potential buyer to answer the question – Why do anything? Remember, as the point of vendor selection nears, the buyer’s sense of risk rises.

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The End of Solution Sales

Your Sales Management Guru

A changing market environment, more access to information and smarter buyers means we must alter our sales approach. Can the customer act quickly and decisively? The third strategy is simply to assist the buyer in buying! While this is old it sets the stage for their 3 strategies that must be considered. Are their agile?