There are 3 classes every sales professional could usefully take. On the face of it, nothing to do with selling, so this may seem a little strange. But they'll dramatically improve anybody's ability to relate to, and communicate with, prospects. For that reason, these classes should be considered vital to the sales persons self improvement.
Those 3 classes are Accounting, Behavioural Analysis and Communication.
Business Model Triangle (Photo credit: Alex Osterwalder)
What do we mean by Sales Model and why is it important? And isn’t this all a little too intellectual? Why are we wasting time talking about theory while, out there, people are spending money with somebody else?
These are all good questions. If you are the sort of sales professional who can sell anything to anybody, make top dollar on every deal, do it differently every-time and still over achieve...
The Sontaran Stratagem (Photo credit: Wikipedia)
Is there a role for stratagem in your sales strategy? There is, but probably not the one you might automatically consider. The objective of stratagem in this concept isn’t laying a trap for your prospect. It’s laying a trap for your competition.
One of the...
Is there a diference between selling a product and selling a solution? Over recent years all sorts of marketing and sales people have transformed their pitches. Products were out, and solutions were in. Great news. Something different to talk about, and an escape from the pressure on features and price.
Customers liked it. There’s an implication in the word solution suggesting results guaranteed. Not just tools (products) but expertise, services and risk management.
In all too many cases the words changed, but everything else stayed the same. Without corresponding transformations in the sales and delivery models any evolution from product to solution...
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| Business Model Concept (Photo credit: Alex Osterwalder) |
Is a sales funnel right for your business, or would the sales pipeline be a more appropriate philosophy? Do you know the difference between the two? And do you know how that difference...
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| Carphone warehouse main office (Photo credit: Wikipedia) |
Mobile phone companies don't have the best reputation for customer service, and...
Do you have a sales funnel in your business? Its a popular concept amongst sales professionals, but just in case you haven't come across the idea here's a brief description.
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| The Hockey Stick Sales Forecast |
Sales operations managers are very familiar with the hockey stick sales forecast, but most don't interpret what it says about their business. They should, because the hockey stick tells them their sales strategy...
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