The Pipeline
JANUARY 23, 2021
Join me and the Canadian Professional Sales Association for a special Virtual Workshop: Coaching For Sales Performance and Growth. USE CODE SHANTO20 TO RECEIVE A 20% DISCOUNT. How to design an individual coaching plan tied to your sales process without reinventing the wheel for each rep. Why Attend?
The Pipeline
JULY 18, 2013
Not that I want to look past the end of the summer, but as successful sales people we always have to be planning ahead. So if you are in Toronto, or driving or flying distance, mark down August 27 in your calendar, that is the day that we will be present the Proactive Prospecting Workshop. See full details here. ” Ingrid B.
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Customer Centric Selling
DECEMBER 10, 2014
Sales Tips: How to Avoid the Discounting "Squeeze". By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. After asking a few questions it seemed clear that they were the vendor of choice and were in a death spiral of discounting.
Customer Centric Selling
JUNE 11, 2014
Sales Tips and Techniques: How to Avoid the Death Spiral of Discounting in Sales Negotiations. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Once you begin to discount, it is difficult to stop the bleeding. Need some help to increase sales?
The Pipeline
SEPTEMBER 18, 2018
No need to go to the gutter right away, there is a lot to be said for words in sales before we have to go blue. As long as companies fill their sales people’s heads with more “Product Knowledge” than business skills, the challenge will persist. By Tibor Shanto. Like any other asset, garbage in garbage out!
Sales and Marketing Management
MAY 12, 2019
Author: Todd Caponi Negotiating an agreement with a client is often perceived as requiring the development of a completely different selling muscle: During the sales cycle, we’re doing things to add value to the buying journey, building trust and providing the information a buyer needs to make a confident, informed decision. .
SalesFolk
MARCH 2, 2021
In other words, how do you define your target audience or ideal customer when doing sales outreach? Too often I see sales and marketing leaders defining their buyer personas as “Marketing” or “C-Suite.” How to build solid “Buyer Personas” for more effective sales campaigns. More free Cold Email treats from my sold-out workshop
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