Martyn R. Lewis, Author, How Customers Buy…& Why They Don’t. As Peter Drucker so notably stated, “The purpose of business is to create a customer”. Drucker went on to tackle the notion that to provide a return to shareholders is akin to breathing for the human body. Just as you must breathe to live, so must […]
Stephen J. Bistritz, Founder, SellXL Business drivers – loosely defined as the key factors that create the need for change within a corporation – are typically behind a customer’s thought process when it comes to making significant investments with suppliers. In order to remain effective, b-to-b sales leaders and their teams need to have a baseline
How B-to-B Sales Leaders View the Pressures of C-Suite Executives Read More »
John Asher, CEO, Asher Strategies When most elite salespeople meet a new buyer in person, they will follow a simple three-step process: Build rapport by getting the buyer to talk about what they want to talk about. Perform a robust, disciplined needs analysis to understand the buyer’s needs. Offer a solution that is a perfect
Master the Art of Listening to Increase Sales Read More »
Ashley Welch and Justin Jones, Founders, Somersault Innovation The Pitch—when we present a solution to a client for consideration—is both an exciting and nerve-wracking time. Many of us rehearse for hours, especially for a big deal. And many more of us make the wise choice of incorporating visual aids with which to engage our prospects. And…we
From PowerPoint to PowerSketch: How Less is More in Successful Sales Pitching Read More »
Rory J. Clark, Creator and Innovator, Focus Selling It may be called the “summer slump,” but it’s really a revenue slump. It happens every summer. It is the phenomenon called the “summer slump.”While vacations can be fun, it’s also a time of decreased productivity and missing creativity. Inaccurate forecasts and missed revenue targets are the norm. To
Rick Wong, Author, Winning Lifelong Customers with The Five Abilities Whether you’re the CEO or a sales representative, you’re a seller. You know that in order for your company to be competitive, you’ve got to continually make new sales. Still, it isn’t enough to just make sales. In this business environment, you’ve got to do such
5 Habits of the Best Salespeople Read More »
Shari Levitin, Author, Speaker & CEO, Shari Levitin Group 1. Go for the standing ovation every time. The ultimate downfall for most business people is their inability to handle rejection. But if you’re going to make it as an entrepreneur, you have to be able to take rejection… lots of it. My mentor told me
5 Strategies for Beating the Fear of Rejection Read More »
Forget all the blather about how companies love their customers. It’s just talk. I’m convinced that 90 out of 100 organizations simply tolerate customers. Their customers represent only a means to profit, and that message comes through loud and clear to those callers all too often. Five recent examples from my own experience illustrate the
Are You Unintentionally Cutting Off Customer Communication? Read More »
Josh Denning, Founder, Authority Factory According to HubSpot, 74 percent of marketers say converting leads is their top priority. But, in a recent survey by DemandWave, roughly half of all the respondents admitted that gaining consensus internally on what constitutes a qualified sales lead is their biggest challenge. The truth is, while many business owners understand
Why Your Leads Aren’t Converting (It’s Not What You Think) Read More »
Carmit Yadin, Author, “How to BOOM B2B Sales” You have an idea. You start a company. You develop, refine and produce your solution or product. You stand back and take rightful pride in your creation. Now what? You have to sell it! For many entrepreneurs sales can seem like a daunting obstacle in their path
4 Steps to Sell Anything to Anyone Read More »
