The Top Ten Changes In Sales Over The Past Ten Years

Bernadette McClelland

So here are ten of the changes I have noticed and they are in no particular order: Competition in the past was contained to local or domestic vendors, in local cities and at margins that were typically healthy however with the introduction of technology, we have now become more of a global village.

6 Reasons to Walk Away from a Deal

Sales Hacker

You’ve ended up being trapped by the gatekeeper. You have to ask yourself, is the margin on the deal worth the time and effort? Why successful sales people walk away. When you’re young and new to sales, there’s a strong compulsion to chase after every opportunity that comes your way.

Executive-Level Selling: How to Actually Gain Access to the C-Suite

Corporate Visions

But that advice is over two decades old—popularized at a time when you had limited access to executive decision-makers and almost always had to finesse your way around the gatekeeper.

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How To Connect And Engage With C-Level Executives

InsideSales.com

Cold calling the CEO is difficult, but not impossible — if you know how to structure your pitch and how to get past gatekeepers. I’ve seen it in almost every new rep: fear of the owner, fear of the gatekeeper, fear of the 2nd gatekeeper (the dreaded executive assistant), and reluctance to even approach the challenge. A CEO’s performance is tied to driving revenue, improving margins, and increasing the bottom line.

If You’re Building Your B2B Marketing Strategy, Start Here

Sales Hacker

Ease of getting past gatekeepers. Margin. For 13+ years in marketing, I’ve never seen a B2B company who’d say they don’t have a B2B marketing strategy framework or that their marketing strategy is ineffective.

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Preparation and Sales Success

Anthony Cole Training

There isnt enough margin for error anymore! HOME ABOUT US SOLUTIONS INTEGRATED LEARNING CLIENT RESULTS FREE RESOURCES SHOPPING CONTACT US SALES BREW SALES FORCE ONE SELLING FOR LIFE. Does Your Team Need a Wake Up Call?

Increasing sales productivity – 7 steps to improving lead qualification

Sales Training Connection

Gatekeepers – These are the contracting officers and other administrators that control money and procedures. If you commit to a project with marginal profitability, you might be denying the use of the resources for a “better deal” – so it may be bad business.

An Open Letter to Social Sellers Everywhere

Tony Hughes

The Status Quo and Do Nothing are more megalithic than ever with budgets slashed on razor thin margins. Dear Social Seller of 2015, Now that I've got your attention I must warn you. It is dangerous to implement basic social selling techniques.

Top 25 Incendiary Social Selling Secrets

Tony Hughes

The accelerator is going to be leveraging a suite of technologies to streamline the pipeline, be ultra-responsive and get upstream, past the gatekeeper to be the preferred vendor going into the crucible of the decision. Can you close million dollar deals with social selling fully inside?