Focusing on deal value colors our strategies and focus. However subtly, everything becomes “what we get from the deal.” But we get nothing unless the buyer gets superior value from our solution and chooses it. So deal value is meaningless unless we understand buyer value.
Sales Activities
“I Need An Excuse to Get Back Into the Customer”
I hear it all the time: “I need an excuse to get back into the customer.” Creating excuses to get back into the customer is nothing but old sales mythology. It does nothing to serve us or the customer.
Don’t Confuse Buying and Selling!
Buyers and sellers are different sides of the same coin. Without each other, it is difficult to achieve our goals. Effective buying and selling has to be aligned to a common goal—driven by the customer. But we can’t confuse our roles.
Selling With Free Trials and Product Demos
One of the most popular ways to turn a prospect into a customer is offering a product demo or a limited-time free trial. What makes them such great ways to market your product or service to potential clients is that it lets them really interact with what you’re selling and experience first-hand what they would be getting. But which options are right for you?
How to Build a Powerful Sales Team
Your salespeople need to be the very best you can find, and great salespeople can be hard to find. On any given sales team, a small percentage of the force does a majority of the business, and your goal is to increase the percentage of your team that is making big contributions to your sales totals. Here are a few tips you can follow to build a powerful sales team.
