The Sales Hunter

DECEMBER 12, 2014

'This is just another one of the questions I get asked frequently as I work with salespeople and companies trying to understand how to close more sales without discounting the price. Your customers are willing to pay more IF — and it’s a big IF — you have the right customers. Too many times […].

Consultative Selling 226

Consultative Selling Customer Discount Selling Skills 226

Increase Sales

DECEMBER 12, 2014

'With the fairly consistent and high small business failure rate, maybe it is time to begin embracing what the authors of Fail-Safe Leadership discussed in their book. Their premise was not only simplistic, but ahead of its time as more and more noted business experts and organizational consultants are returning to the leadership as being the lynchpin for sustainable small business growth.

Small Business 140

Small Business Small Business Face-to-face Construction 140

Sales Training Connection

DECEMBER 12, 2014

'Every once in awhile in any field it is useful to get down into the weeds – explore language, word usage, and other things that go bump in the night. In this case, the weeds involve drawing the distinction between the term consultative selling and the concept of selling consultatively. As starters, Mark Hanan established the branding this term in his brilliantly written book Consultative Selling – an early and extremely important work about selling consultatively.

Consultative Selling 99

Consultative Selling Trends Selling Skills Training 99

Customer Centric Selling

DECEMBER 12, 2014

'Sales Tips: How to Take Control of Your 2015. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. Image courtesy of Stuart Miles at FreeDigitalPhotos.net. As we enter the heart of the holiday season, most salespeople and sales organizations are in one of three (3) modes: 1. The Happy Camper - Through a combination of proper planning and consistency of execution, the year is already “done” from a revenue attainment perspective, and n

How To 90

How To Sales Qualified Lead Lead Rank Lead Scoring 90

Advertiser: ZoomInfo

Longer sales cycles. Increasingly discerning buyers. More meetings. Intensifying competition. Economic uncertainty. Go-to-market teams of every size, in every industry, are grappling with these challenges firsthand. Thankfully, there’s an answer. We’ve developed an entirely new way for GTM leaders to identify and execute proven, data-driven strategies that drive revenue.

Sales Cycle

Engage Selling

DECEMBER 12, 2014

'My book Nonstop Sales Boom is filled with more critical sales information that will help drive sales in 2015.

Sales 90

Sales 90