Sales and Marketing
Why 83% of Sales Teams Fail and What to Do About It?As a consultant I've seen companies make some costly mistakes in regard to sales. We uncovered a secret that changed our way of thinking about sales and sales management that still causes many companies to struggle today. Instead of wasting energy on the actual sales results, we shifted our focus and energy to the activities that led to the desired sales results. We maintained a maniacal focus on the Science of Selling.
Thinking About Sales: On Entertaining Your Customers
Is there, then, a place for entertaining your customers in this high tech sales environment? Absolutely! The question becomes not whether or not you ought to, but how to do it in such a way as to gain the greatest benefit. Here are some thoughts on how to entertain effectively.
Selling a Price Increase in a Soft Market
Selling a price increase in a soft economy requires diligence and patience, to keep the discussion focused on the customer benefits from both the product and from you, the salesperson.
Sales Presentations With Love
A unique sales presentation is the best way to spark curiosity and engage customers. Don't resort to brochures, comparison charts or the dreaded power point presentation. Be bold. Be different.
Position Yourself as a Leader
Over the years, I have come to believe that "sales is leadership and leadership is sales". The more salespeople with whom I work, the more I confirm the validity of this statement.
Avoiding The Third Degree Syndrome In Marketing
Instead of questions, use an empathetic statement. An empathetic statement is one that names an observation and a feeling. An observation is an actual event that happened- an action someone took, a thought someone had. A feeling is an emotion that comes up around it.
