Partners in Excellence
MARCH 8, 2024
I realized I had been thinking of sales as being all about a formalized battle between seller and buyer, with the buyer’s wallet the prize. Later revelations included referring a lead to a seller more appropriate for the client, even including a competitor; such selfless actions lead to positive referrals and future sales.
Igniting Sales Transformation
DECEMBER 1, 2019
That includes new product announcements, product feature training, product demos, reviews of marketing materials, or execs who feel their title justifies air time with the sales force when it doesn’t. Use your SKO time to train your sellers how to be better at selling; otherwise scrap the meeting. Buyer expectations keep rising.
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Increase Sales
MAY 19, 2015
Sales training today covers a plethora of sales styles or models. I know this to be true when speaking to my clients and sales leads who tell me they can tell what type of sales training the salespeople have experienced by the questions they ask. This revelation only reaffirmed what I learned from my own personal experiences.
Pipeliner
SEPTEMBER 18, 2023
The profound implications of this revelation invite us to ponder the untapped potential lying dormant within our subconscious minds. Employing language grounded in emotion can dissolve the barriers that often erect themselves between the seller and the buyer, paving the way for a more harmonious and relaxed exchange.
Allego
FEBRUARY 19, 2021
Bauders recognized a consistently growing skills gap in sales forces’ ability to navigate evolving buyer practices in today’s disruptive digital economy: core selling skills, negotiation skills, financial acumen, strategic client-relationship building, and emotional intelligence. That, to me, has been a revelation.”.
Corporate Visions
JUNE 19, 2019
Challenging buyers to disrupt their status quo, change, and choose you. This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. Take control of the discussions around pricing by focusing on value and applying pressure to persuade buyers to close.
Partners in Excellence
JANUARY 25, 2024
That data is at least 10 years old, and based on what we see in most buying cycles is that buyers defer vendor engagement until as late as possible. We train our people in our products and their superiority. We train our people in competitive differentiation and objection handling. ” We revel in this strategy.
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