Customer Centric Selling
JUNE 26, 2014
Sales Tips: How to Accelerate Sales and Buying Cycles. As a general rule, sellers push to get orders earlier than buyers are ready to make decisions. Buyers don’t purchase and expect discounts weeks later. Sellers push so hard buyers decide not to buy. Many sellers fail to establish value.
Partners in Excellence
FEBRUARY 6, 2020
We see news about the incentives and tactics of many of the companies behind the Opioid crisis. The focus on self interest, of our own goal attainment, as measured by quota and incented in commissions, is no different than the focus of customers in their problem solving/buying cycles.
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Customer Centric Selling
FEBRUARY 26, 2016
Sales Tips: 8 Signals That Your Buyer Is Ready to Close. Prematurely asking for the business puts undue pressure on buyers. If a seller covers all of the eight items listed below, and the buyer realizes there is a cost of delaying their decision, there are instances where they will volunteer to buy.
SBI Growth
OCTOBER 29, 2012
But wait – this new incentive compensation plan could flop. So, he commissioned HR to design a new incentive compensation plan (IC Plan.) Most sales were incremental or competitive displacement when prospects were in an active buying cycle. Marketing’s new Lead Generation and Sales Enablement now generated latent buyers.
No More Cold Calling
MAY 12, 2015
Slowly but surely, sellers are lining up on one side of the sales cycle, while buyers line up on the other. That’s the digital buyer. Yet, despite the changing buyer, salespeople are still measured on legacy metrics, as if customers start with zero knowledge of us. Conference. It’s tough to follow.
Salesmate
JUNE 4, 2021
One such practice is that of providing sales incentives to the salespeople. What are sales incentives? Call it what you will, incentives are what get people to work harder.” – Nikita Khrushchev . In simple terms, sales incentives are something that motivates your team to wake up in the morning and get to work.
Customer Centric Selling
JANUARY 27, 2016
While knowledgeable buyers present unique challenges another trend has been the increasing number of stakeholders in making buying decisions. Selling isn’t easy but when there is just one person to work with, it is far easier than having to herd a committee of 5 people through buying cycles.
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