Search results for salespeople
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One of the rules of etiquette is that intimacy has a pace and a sequence. Some things are done only after other things, and usually with a certain elapsed time. Successful salespeople know that that exactly the same rules apply in sales.
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Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here's how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves c
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Like a marriage, a business relationship is always two-sided. Ever faced a situation where you thought your relationship with a customer was still going strong, only to find she's got her eye on a rival vendor? This article stresses the importance of salespeople nurturing existing customer relationships and asking questions that get to the heart
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Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here's how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves c
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For a while now we have been focusing a bit more on the marketing side of our B2B Marketing and Sales Tips. Here are a few great sales tips from Brian McRae, Market Development Manager at ReachForce.
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As more and more marketers and salespeople grapple with how to segment their leads and personalize their messaging, the question of demographics is asked. If you've created an emarketing campaign lately, you've likely been asked, what's the customer profile you're targeting?
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Some salespeople and managers think they'll keep clients happy by not ruffling their feathers with uncomfortable questions -- but customers can't solve problems they don't acknowledge. Here's how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business.
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Sales Attention Deficit Disorder (SADD) is a growing problem among professional salespeople. Although we pride ourselves on the ability to multi-task, we often multi-task ourselves right out of relationships and sales. Here are useful tips on decreasing SADD and increasing revenues.
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Sales professionals receive a lot of advice to pay attention to the other person, focus on their needs, subordinate our own ego, and so on. But many have a hard time squaring that with honesty. After all, they're in business to make money. This article explores how successful sales people resolve the tension between putting customers first while
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There is such a thing as your sales team working too hard. What I mean by this is that they might be pushing the customers too hard to get them to buy.
iEntry director of sales and overall wise person Susan Coppersmith says, "If you act hungry, you will starve." If your sales team is acting too desperate for a sale, the customer is likely to
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Your salespeople are some of your most valuable investments. You recruit them, train them and trust them with your valued customers. You depend on them to keep your business growing.
So what happens if they leave? Even worse, what if they're lured away by one of your competitors, along with your accounts? That would be a real blow to your busi
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Hiring commission-only salespeople may only look like a less expensive alternative to salaried employees, but in the end, it rarely works out that way.
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Shoppers are discovering an upside to the down economy. They are getting price breaks by reviving an age-old retail strategy: haggling.
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An interview with Seth Godin in which he explains the importance of knowing when to quit. Of course, it's not really about quitting. More like "don't get started unless you're willing to sacrifice and go all the way not matter what." It also seems to be able weighing possibilities better and ignoring all but the low hanging fruit (my take on
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At its simplest, a wiki is software that lets users work together to create and edit a collection of linked web pages. The online encyclopedia Wikipedia is the best-known example - its 85,000 contributors have written, edited, and policed the content of more than nine million entries. Like Wikipedia, all wikis benefit from the network effect: The m
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