How Sales Directors Succeed in a Tough Economy

How Sales Directors Succeed in a Tough Economy
(Source: Flickr)
Let’s face it, in a tough economy every director finds it difficult to succeed. For Sales Directors though, it’s particularly painful. If fewer customers than before are purchasing a company’s products or services after all, the buck lies with Sales. So, how can you ensure that sales effectiveness means bus ...

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Do you work with salespeople or sales leaders?

Do you work with salespeople or sales leaders?
Image by Cassandra Jowett – Flickr
1- Sales pitch or value proposition
In the last 10 years the business world has changed considerably, and the working life of a sales professional has changed right along with it. Customers have become more cautious and consequently their buying decisions have become more complex.Customers ...

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The #1 mistake you make in sales

The #1 mistake you make in sales
(Source: Flickr)
A week ago I had an appointment for a product I thought could help my business. The company has a good clientele and I was almost convinced to buy the product as its price was within my budget.
As I got on the call, it didn’t take long until I found myself led through a demo. When the demo ended, I’d gotten off the ...

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Sales Transformation: 3 Necessities for Groundbreaking Sales Performance

Sales Transformation: 3 Necessities for Groundbreaking Sales Performance
 
Sales transformation has come to be a new frontier in the era of rampant technical and technological shift. This is due to the ever-evolving sales environment, as well as changing communication preferences.
To bring about sales transformation in this day and age requires more than just a good pitch. ...

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Is your B2B sales team building the Value Proposition?

Is your B2B Sales team Building the value proposition ? 
(Source: Flickr)
Sales people that apply solutions selling starts researching prospects challenges that prevent them from reaching their goals.
Solution selling is a whole process of thinking on the behalf of prospects, asking and discovering their urgent needs.
Creating a relevant and credible value proposition will b ...

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Do you get lots of “maybe” or “I will think about it” after your first call with prospects?

Do you get lots of “maybe” or “I will think about it” after your first call with prospects?
(Source: Flickr)
So far, I have posted a lot of content which tells you about general mistakes in a sales call. Today we are going to talk about the situation when you do everything right but still get a “MAYBE” as an answer.
Most people subconsciously avoid decision making ...

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What happens to a prospect when they go dark and getting to the real objection.

When I first started selling, I often experienced the following scenario.
I’d have a meeting thinking I totally nailed it, only for the prospect to go dark after my attempts to follow up.
What the heck was I doing wrong? Well there were a few things, I’d made a classic error: I’d fail to uncover the secret objection my prospect still had at the end of our co ...

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Have you faced this situation in a sales call?

 
Have you faced this situation in a sales call? 
Here I am with another live experience and a valuable lesson and situation that sales people face on daily basis. I experience this scenario every other day.
Sometimes a prospect will try to push you into giving a demo early in a conversation – we’ll talk about how to avoid this later in subsequent posts in de ...

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Cost Optimization or Cost Cutting?

Cost Optimization or Cost Cutting?
 With the steady increase in inflation around the world, the overall purchasing power of consumers has declined by a huge margin, making it very difficult for businesses to survive in the market. Is cost optimization or cost cutting the solution for companies to keep on their volume and margin?
Yes, optimization costs is the first natural re ...

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Fantastic Pharma Consultative Selling

A Fantastic Pharma Consultative Selling Training Day
Growth strategies are achieved by competitive edge and the Sales Team’s efforts.

Kettaneh pharma is investing in its most important resource, its Sales Force to address the market, with the latest Consultative Selling Techniques, in order to significantly increase its market Share.

Kettaneh Sales Team is, Energet ...

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Why Selling Has Changed

 

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Thank-You Page for Opt-in w/Training Delivery Example

Thank You For Inquiring to WIN Sales & Marketing Programs
We hate spam and promise to keep your information safe!  One of our Sales Consultants will get back to you shortly.
While you’re here, take a minute to look at the below video to get a flavor for our live classroom training.  In this clip, our own Lisa Loizdou is teaching a group about Negotiation & Closi ...

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