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August 19, 2020 - Quenching your customer’s thirst for value

Quenching your customer’s thirst for value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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August 19, 2020 - Accepting the role of Romeo

By David Yesford

Be careful; it is easy to be drawn into accepting the role of Romeo, but if you do, you know how it ends! How do you move out of the expected roles of customer and vendor with well-defined roles and expectations to a side-by-side dialog that supports your customer’s expectation of value? Узнать больше

August 19, 2020 - Filling your pipeline with the right kinds of prospects: Part 1 of 3: Target the right suspects

By David Yesford

The most successful salespeople know how to identify a good prospect. Instead of playing a numbers game, they ask, "Which companies are most likely to be good for us?" By knowing their ideal customer, salespeople can make earlier go/no-go decisions and invest their time in a smaller group of companies most likely to offer good business opportunities. Узнать больше

August 19, 2020 - Harvard Harvard Program on Negotiation - Top ten negotiation failures

By Michael Leimbach and Anthony Pacifico

Harvard Law School’s Harvard Program on Negotiation recently came out with their list of Top 10 Negotiation Failures for 2013. What can this list of Top 10 Negotiation Failures tell us about the value of Principled Negotiation and Wilson Learning’s NTY program? Узнать больше

August 19, 2020 - How to get salespeople to call higher: Tips for success

By Ken Valla

Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe "green zone" of familiar contacts, many salespeople are particularly intimidated by trying to get appointments with executives. Узнать больше

August 19, 2020 - It’s not what happens to you, but how you react to it

By David Yesford

“Thanks for the $25.” Learn how you can use "self talk" to get past the negativity of sales rejection, and create a positive approach that achieves results. Узнать больше

August 19, 2020 - Quenching your customer’s thirst for value

By Michael Leimbach and David Yesford

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert. Узнать больше

August 19, 2020 - To differentiate, leverage your customer's view of fair value

By Ken Valla

I hear a lot of questions these days about how to differentiate in a weak but highly competitive market. The challenge affects clients from both ends of the spectrum—those selling premium high-end solutions with high costs, and those whose solutions are regarded as commodities. Узнать больше

February 1, 2018 - Filling your pipeline with the right kinds of prospects: Part 3 of 3: Right message, right person

By David Yesford

Identifying the "right" prospects to target is only part of the sales prospecting battle. The key to gaining access is to present the right message to the right person. But to achieve access the salesperson needs to create a relevant message that is compelling to their target prospect’s business. If a salesperson can’t uncover your customer’s problems and needs they don’t stand a chance at selling them a solution. Узнать больше

January 26, 2018 - Filling your pipeline with the right kinds of prospects: Part 2 of 3: Convert your strong suspects to good prospects

By David Yesford

How can I determine a Strong Suspect from a Good Prospect? People buy for their own reason, not yours and therefore, experienced salespeople know that there needs to be evidence of obvious mutual benefit in a potential sales relationship. When salespeople make the link between what the customer needs and what you have to offer, it becomes easier for salespeople to invest their time into only targeting the strongest prospects. Узнать больше

November 10, 2016 - Successful sales enablement: Bridging the gap between strategy and execution (As seen on Selling Power blog)

By Wendy Mack

In working with sales organisations around the globe, I have found that everyone wants a piece of the sales force. Internal functions such as marketing, training and development, R&D, and sales operations all have information they want to get out to sales. When these functions aren’t working together, the result tends to be costly chaos. Узнать больше

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