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THE SALES BLOG APRIL 7, 2012 Why Price Is Your Problem Why Price Is Your Problem is a post from: The Sales Blog | S. Anthony Iannarino. Competing on price destroys your ability to create and deliver the value that you promise. Excellence isn’t cheap, and it isn’t easy. Without the ability to capture the price you need to deliver your dream client’s desired outcomes, you fail to deliver and step onto the path to commoditization. Here’s how (the names have been omitted to protect the guilty): A Short (Illustrative) Story. The salesperson says: “Our dream client really want us. They want us, but we have to sharpen our pencils.”. Let’s do it.”. | INCREASE SALES APRIL 7, 2012  How to Increase Sales Tips & Snippets – Just Let Go Let go of the bad stuff, the complaining customers, the sales leads that do not call back is another great how to increase sales tip. Just imagine how much energy you are wasting on all that negative stuff you accumulated yesterday, last year, heck 20 years ago. Each of those experiences did bring some value, some lessons learned and should be filed away and not left in the today to do file. | THE SALES HUNTER APRIL 7, 2012  7 Articles to Boost Your Sales Success With Buyers In recent blog postings, I have talked a lot about sales prospecting. know that for many of you, your sales efforts require that you prospect and sell to professional buyers and purchasing departments. Below are 7 articles I’ve written that dig into the unique dynamics of working with buyers and purchasing departments. I encourage you to take the time to read these. Be Careful. | A SALES GUY APRIL 7, 2012 Is it OK to Text a Prospect? (Sales Advice?) Do you think it’s OK to text a prospect or a customer? My take is this. If their mobile number is on their business card, it’s fair game. The information we put our business cards implies that communication channel is OK to connect. We don’t put our home phone numbers on our business cards, (do people still have those?) because it’s not OK to call us at home. If we didn’t want people to Skype us, we wouldn’t put our Skype handle our our business card. Therefore, if someone puts their mobile number on their business card text away. What do you think? | | | | | | | |
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SHARON DREW MORGEN | SATURDAY, APRIL 7, 2012  Selling with Integrity
What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees? I’d like to talk about what that means for me…and admittedly, I’m a hammer looking for a nail: I”ve written a NYTimes Business Bestseller (now-outdated) on the subject ( Selling with Integrity: reinventing sales through collaboration, respect, and serving). So excuse my rant. But rant I will. SOLUTIONS VS. CHANGE MANAGEMENT. But is a win/win? Buyers don’t want to buy. MORE >> -
SALES AND MARKETING | SATURDAY, APRIL 7, 2012 Money Isn't Everything
At a time when companies need engaged leaders and other employees willing to exceed expectations without promise of immediate increased financial remuneration, a new wave of respected thought leaders, including McKinsey, Harvard Business Review, PricewaterhouseCoopers and Aberdeen, acknowledge the effectiveness and strategic business value of non-cash incentives MORE >>
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