Mon.May 30, 2016

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Are Your Sales Teams Order Takers or Collaborators?

Sales and Marketing Management

Issue Date: 2016-05-28. Author: Sharon Gillenwater. Teaser: The time has long passed since a sales team could assume that a great presentation about their product or service would get them the orders they were after. What customers increasingly want from their vendors are collaborators. But what exactly does that mean? The tricky part is defining that with your potential customer.

Vendor 139
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Sales Blind

The Pipeline

By Tibor Shanto – tibor.shanto@sellbetter.ca . One of the most common comments Sales VP’s make in speaking about their team is that they fail to ask for the order, or go in for “the close” Now I can hear some of you saying “close, no no no, we don’t do that in sales today”. I don’t take that comment so literally, I think it refers to a scenario we all have seen, where there is an opportunity to move the process forward, or everything is in place, and rather than mo

Lead Rank 120
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Sales Motivation Video: Book Those Summer Calls NOW!

The Sales Hunter

Summer is nearly here, which means you need to be filling up your calendar with calls! That’s right! Summer is a busy time with many people going on vacation, so you MUST be proactive in booking your summer sales calls. Don’t wait until mid June or later. Do it now. Before you know it, […].

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Do You Know What Your are Selling? [Video Post]

A Sales Guy

If you’re selling your product, STOP ! It’s not what your customers want. Do you know what you’re selling? Let me give you a hint. It’s not the product your company makes and it’s not whatever services they offer. You’re not selling some cool feature. You’re not selling how inexpensive it is. You’re not selling the convenience of your product.

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How to Improve Email Deliverability and Optimize Each Send

Learn how to optimize email deliverability and drive greater email ROI. What lands your email in the customer’s inbox? Understanding those factors, otherwise known as email deliverability, is critical to getting the most return on your campaign investments. But the “rules” around which factors land you in the spam folder aren’t always easy to keep up with.

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Sales Tips: How to Grab and Keep Your Buyer's Attention

Customer Centric Selling

Sales Tips: How to Grab and Keep Your Buyer's Attention. By John Holland, Chief Content Officer, CustomerCentric Selling®. A recent study funded by Microsoft reached what I view as a disturbing conclusion. It found that the average attention span of people has fallen significantly in the last few years. Since 2000 it has decreased by one-third and now stand at 8 seconds.

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Sales Tips: Dig Deeper on Your Competitors with Win Loss

Customer Centric Selling

Sales Tips: Dig Deeper on Your Competitors with Win Loss. By Carolyn Galvin, Primary Intelligence. When I first began my career, there was no Internet, no cell phones, no World Wide Web. Intelligence was captured the old fashioned way—by spies and sleuthing. We were lucky to get tidbits of competitive intelligence when interviewing buyers about markets, products, and growth trends the old fashioned way—over the telephone.

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TSE 322: Timing Isn’t Right

Sales Evangelist

How would you handle a prospective client saying that the timing isn’t right for your product or service and that if they decide to take advantage of the opportunity at a later time, they will reach out to you? A lot of customers may dictate to salespeople when they’re going to buy and how they’re […] The post TSE 322: Timing Isn’t Right appeared first on The Sales Evangelist.

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TSE 323: How Selling SaaS To Doctors Is Totally Different Than Traditional SaaS Sales.

Sales Evangelist

Today’s episode is another interesting one as we talk about selling Software as a Service (SaaS) to doctors and how this is very different than selling as a pharma representative. This might be another career that you might wish to consider and so I’m bringing in Justin Welsh to talk more about this – what […] The post TSE 323: How Selling SaaS To Doctors Is Totally Different Than Traditional SaaS Sales. appeared first on The Sales Evangelist.