Tag Archives: sales strategy

Who to sell to is changing – what are you doing about that?

When who is buying changes so does what they buy, how they buy and what they are willing to pay for it. When buyers change how they buy – sellers need to change how they sell. Some will and some won’t – and some will win and some will lose. Continue reading

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50 sales tips curated by Docurated

50 sales tips from sales experts Continue reading

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Salespeople – lesson from entrepreneurs – An STC Classic

Salespeople need to do a better job at managing their pipeline and their time – they must learn to pivot. Continue reading

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Sales reps – how to bring value by saying “no”

Salespeople find saying “no” difficult. But, sometimes “saying no” is exactly what a salesperson should say to a customer. This blog contains 4 tips to help sales reps say “no” to customers skillfully. Continue reading

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Winning more business – the power of thinking ahead and reasoning back

When selling in major accounts salespeople must think and act strategically. Working hard but only planning one call at a time with no strategy to provide guidance is a great way to consistently come in second. Continue reading

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Sales rep’s nightmare – winning the solution and losing the sale

When you are selling a major solution you need to conduct two sales: the first involves persuading the prospect that they cannot afford not to address the issue. The second sale involves persuading them that your solution offers the most effective approach to solving the problem. If you win the “second sale” without addressing the first, the most likely outcome is that you will get selected, but you won’t get bought.” Continue reading

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Sales negotiation – 4 table stakes

In today’s B2B buying environment, negotiation is likely to be part of any sales cycle.  It is also true that the buying process is no longer a simple linear step-by-step interaction between the customer and the seller; hence negotiation may … Continue reading

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Do you understand the impact of pricing reductions on profit?

Salespeople but have an accurate assessment of the impact of price concessions on profit. It is important that this knowledge is understood not only by sales management but also by the sales team. Equally important is whether you have unknowingly sanctioned a dramatic decrease in profits by pushing for revenue gains by permitting your sales team to negotiate price reductions? Continue reading

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4 tips to raise sales networking up a notch in 2015

Networking isn’t easy – not everyone likes those situations. Nonetheless, networking is critical in Sales. Whether formal conferences, informal association meetings, or other networking opportunities, salespeople must network – it’s the ideal way to generate leads. Smart networking makes the time worthwhile. Continue reading

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