Klozers

JUNE 5, 2014

Consultative Selling Skills are used by organizations in many different industries to drive high end Business 2 Business sales, and whilst Consultative Selling is undoubtedly difficult to get right, the rewards are high given the typical values of the products & services involved.

Consultative Selling 48

Consultative Selling Selling Skills Ideal Customer Profile Sales Methodology 48

The Sales Hunter

OCTOBER 8, 2013

I just think if you coast now, you won’t be able to psych yourself up enough to compensate for your poor performance in the 4th quarter of 2013. I’m sure you could come up with additional ideas that more uniquely fit your particular industry or selling situation. My suggestion? Don’t panic. And don’t coast.

Cold Calling 223

Cold Calling Discount Consultative Selling Compensation 223

The Pipeline

APRIL 27, 2011

Bring in outsiders to teach a skill or customer insight. Practice objection-handling or consultative selling skills. Sales Compensation. TopLine Sales Compensation Solutions. Constantly make your team better. Review the latest product features. Do role-playing. Proactive Triggers. Proactivity. Productivity.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Partners in Excellence

FEBRUARY 27, 2019

Helping our customers requires new sales skills. The traditional solutions and consultative selling skills become table stakes. It’s not the hiring, onboarding, and sunk compensation costs that kill us; it’s the opportunity cost. This process is complex.

Sales Talent 73

Sales Talent Hiring Face-to-face Churn 73

The Sales Hunter

JANUARY 3, 2013

Marketing, on the other hand, tends to be compensated more for business growth, and their belief tends to be that growth is more likely to come from new customers than from existing customers. Who is right? How’s that for a political answer?

Account 204

Account Prospecting Guidelines Compensation 204

The Sales Hunter

SEPTEMBER 24, 2012

If that’s your goal, then that’s fine, but then your compensation should reflect that of a customer service rep or order taker and not that of a salesperson. If you win on every sales call, then I’d say what you’re really doing is merely taking orders and providing customer service.

Customer Service 184

Customer Service Call-back Compensation Motivation 184

Klozers

JUNE 5, 2014

Whilst money via compensation or commission plans is the obvious way to motivate sales people, does this really work? Related Posts Sales People – 5 Reasons They Discount To Sell Psychometric Tests  Sales DNA or Sales Tarot Cards? Are there other ways we can motivate the sales team to get the same results? .

Motivation 51

Motivation How To Social Media Scale 51