Blog Energy Sales Solutions Selling 
SBI
JANUARY 22, 2013
Sales Energy Audits: How to Increase Revenue by Shifting Your Sales-Energy Use. Twenty years ago, the connection between energy efficiency and environmental benefits was poorly understood by the general population. Today, nearly everyone agrees that it’s important to save energy. Deciding who to call.
SBI
MAY 14, 2013
Almost a year to the date, I posted a blog called Dumbing it Down: 5 Secrets for Getting Smart People to Buy. That post, along with the one you’re reading now, is aimed at complex sales. Complex sales are to be contrasted with transactional sales where decisions are made in minutes or days rather than in months or longer.
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Sell Integrity
SEPTEMBER 23, 2021
Many organizations are realizing solution selling, on its own, isn’t enough to drive the results they need. A value based sales process gives sales teams the system and behavioral alignment to effectively differentiate and demonstrate what the results are of the sale. Enabling A Value Based Sales Process.
SBI
JULY 16, 2013
We rely on quotas as a method for measuring sales rep performance. The real magic to driving radical revenue growth resides in understanding sales productivity and how our reps spend their limited sales capacity. These are sales productivity issues. Salespeople have 215 selling days or 1720 hours a year to sell.
SBI
DECEMBER 11, 2012
There are lots of sales tools to help you. There are lots of sales tools! We’ll each be recommending 6 sales tools for B2B sellers. That’s a lot of ‘tools’ to cover in 60 minutes so you can expect this webinar to be informative, fast-paced, and full of energy. Shorten the sales cycle. Motivate your sales team.
SBI
AUGUST 14, 2012
I recently wrote about the 3 fundamentals of sales that, if ignored, will keep your business from growing at a sustainable level, especially in terms of revenue. Lead progression, the first element of the Sales Cycle Triad includes identifying, assessing, assigning, responding, selling, tracking, and nurturing leads.
Partners in Excellence
AUGUST 2, 2012
.” This particular discussion started with what I thought was the SEB’s particularly ill constructed argument that “Solution Selling Is Dead.” If you are curious, read my blog post–but more importantly read the comment stream. Related Posts: Do We Need A Sales Process Or A Sales Methodology?
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