Unfortunately, too many businesses are currently caught up in the trap of being too focused on short-term cost-saving measures, rather than looking at the big picture and investing in their business. So, most organzationsare not putting their sales staff through a disciplined and strategically focused training program. Today, they have to know exactly what
Successful business to business marketing involves a tricky balance that even major business conglomerates can struggle with. To stay ahead of competitors, it’s important to constantly revisit your marketing campaign, analyzing your goals, revenue and client market. Whether you are revamping your B2B marketing strategy or just getting started, the following five keys to successful
Top 6 Changes in Sales You Must Make now! As much as the world of business has changed, some of the same mistakes are still being made by business development professionals. These 6 things are simple yet a must in creating business today. Searching for Customers is Different Today. Prospecting is the
5 Things every CEO Needs to know Today CEO’s are in a quagmire. They are finding themselves running their business’s, making CEO decisions yet having to either manage a sales department or wear the sales hat themselves. What’s a CEO to do today? There are 5 things I think are imperative to do if you
If buyers could get by without salespeople, do you think they would? I think most would say yes simply because when buyers/prospects think about “a salesperson” they don’t typically think about someone who brings real value to their organization. Why? Because most salespeople have done a poor job of really helping the prospect. Salespeople are
Are Hiring Millennial’s in Sales the Right Move? “I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” said Matt, the sales director of a ___ Business. “I hired a few of them and they just aren’t engaged, they just seem board.”
People will pay more if it is “their” idea to do so. This means asking enough good questions to understand not only what they need or even what they want but what affect if will have on them, their business etc if they buy your product or service. It is all about the whys.
All training is not alike. To train or not to train is a common dilemma in corporations around the globe. How do you choose? What makes one better than another? That is up to you and your goals. Here are some important things to think about when considering training. Training your people keeps everyone on
Are your salespeople engaging buyers before “pitching’ a solution? Are they asking enough questions before recommending?
Logan, a software sales rep, had been having a rough day. He’d been bombarded with questions from several customers and gotten behind on work he needed to finish before the end of the day. Then, he got a call from Tony, a prospect who introduced himself by saying: “I’ve heard great things about your engineering