13 Apr 2016
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13 Apr 2016
Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition; they know how to “Google it,” etc. But information isn’t always knowledge, so they’re not nece...
13 Apr 2016
Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre if you “wing it.”
Performance improves b...
13 Apr 2016
In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting your bottom line: Onboarding new hires is costly and time-consuming. Organisations must pay to find and vet potential new hires; they also need to invest at leas...
13 Apr 2016
Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible.
It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a postmortem panic over why th...
11 Apr 2016
Spring is starting to show through here in Berlin. We’re in the midst of trade show season and companies from a host of different industries are visiting the city to promote their offerings and vie for future business.
The sales-verse is inhabited by better-educated customers these days, and we have innovations meant to streamline the getting and keeping of business, but trade shows, wh...
