The Pipeline
JANUARY 13, 2014
The only thing I can’t remember if it was 1987, 1993 or 2007 when I actually first bought it. What is truly refreshing in some of their proclamations, is not so much their embracement of this staple and age old tool of sales success, but more importantly their abandonment of the “Us vs. Them” dribble that often dominates the debate.
Sales and Marketing Management
JUNE 22, 2020
The objective is to identify how decision makers continue to learn and pivot their operations in the age of COVID-19. Further, digital self-service tools are increasingly attractive to B2B customers, with live chat the highest-rated channel for researching suppliers and mobile app ordering up by 250% pre-COVID.
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Sales and Marketing Management
DECEMBER 17, 2018
Teams perform better than individuals [ Kuhn, “Experiments on Motivation, Incentives and Rationality” 2007 ], and you and your bottom line can benefit from rewarding teams. Don’t deprive your teams of these two important tools. Are you concerned about rewarding free riders when only a few strong dogs pull the sled? Worry no more.
The Sales Hunter
NOVEMBER 22, 2011
Time is the greatest negotiating tool you have. You must find out what their expectations are and what their objections are. December 2007. November 2007. October 2007. September 2007. The more you can know about the customer’s timeline, the better. This is what the selling process is all about.
The Sales Hunter
NOVEMBER 12, 2011
My view of phone sales scripts is they’re an essential tool if you expect to be successful in selling over the telephone. ” My objective with the quote is simple — you know your material so well that once it’s time to actually make the sales call, you don’t need your material. December 2007.
The Pipeline
FEBRUARY 8, 2012
December 2007. So the only thing left is to differentiate yourself by helping the buyer achieve his/her objectives. Identify buyer’s objective. Understand how you can help them achieve those objectives. Objection Handling. Sales Tool. January 2009. December 2008. November 2008. October 2008.
SBI
APRIL 6, 2021
The origins of sales training Chief Learning Officer (CLO), in an article from 2007 on the evolution of sales training , noted “When we look back at the early days of sales training, we begin to realize, as legendary sales trainer Zig Ziglar so aptly describes it, the purpose of sales training is to teach people how to persuade.
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