Mr. Inside Sales
JULY 31, 2022
Smart companies are picking these up now, while they’re available, and not waiting until they go on back order. But let’s back up to that initial order phrase: “Here’s what I recommend we do…” There are many variations on this, like: “Here’s what my best clients are doing right now…”. “My Here’s what I recommend you do…”.
The Pipeline
NOVEMBER 14, 2013
In the past I have shared the ”Actionable Definition” of Value ; it centers the conversation, the sale, on the buyer’s objectives, which gives one the opportunity to leverage the give and take between price, value and expectations. They are willing to give up “the right little bit” of service for a greater savings.
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The Pipeline
DECEMBER 31, 2015
Instead of finding a positive solution to honor the common goal of growing the company, the two teams debate who is right. Smart companies today realize the problems of communication breakdown between sales and marketing teams. It’s unproductive…but it doesn’t have to work this way. It’s costing them money.
Engage Selling
JUNE 2, 2018
Smart companies today measure their lead acquisition cost, their marketing costs and their sales cost. But what about the overall cost to serve your customer? That often gets overlooked. And yet that’s precisely where you can see both the risk … Read More »
Hubspot Sales
MAY 10, 2018
If you're in a company where they won't promote you, it is probably because of you -- you are not doing something required of you that will result in a promotion. Smart companies always want to keep good people. If they aren't promoting you, then the next company won't promote you either. Sell through the objection.”.
Sales and Marketing Management
JUNE 1, 2018
In theory, a veteran salesperson could have an endless supply of stories, but Pollard recommends “niching” down to three strong stories that address the primary customer challenges or the most common customer objections and learn them frontward and backward. Preparation and practice are vital.
Eyeful Presentations
OCTOBER 27, 2020
Now the objects of my desire are grown up things like audio equipment, furniture and (shudder) lawnmowers but the effect is the same – aspirational, engaged and willing to nag mercilessly until the product is purchased. Invaluable….
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