The Center for Sales Strategy, on April 5, 2013
Mike Anderson, on April 4, 2013
The Center for Sales Strategy, on March 29, 2013
It’s been said that “price objections melt in the presence of a bright idea.” And there is some truth to that axiom. But selling ideas is hardly a novel approach these days. In fact, your competitors attempt to do that every day.
Kurt Sima, on March 28, 2013
The best B2B salespeople use a sales strategy that includes personal positioning. Here’s how you can get into this game and attract new business prospects:
Brian Hasenbauer, on March 27, 2013
When you think of what characteristics make a successful company, marketing campaign or team there are certain traits and factors that help to sort out the best and worst, the winners from the losers. This is true with inbound marketing and lead generation programs as well.
The Center for Sales Strategy, on March 26, 2013
During a recent workshop, I played the part of the prospect as one seller after another approached me with their list of needs analysis questions. And almost without exception, the sellers' priority seemed to be getting through the list of questions they and their team had prepared, rather than harvesting the information I was hoping to offer.
The Center for Sales Strategy, on March 22, 2013
Package selling is not necessarily for product peddlers only. You CAN sell a package without losing focus on the customer and her unique needs.
Beth Sunshine, on March 19, 2013
There are people who like to win, people who hope to win, people who want to win, and people who try to win. And then there are the people who absolutely, positively, without a doubt HAVE to win.
John Henley, on March 18, 2013
