Your role in sales is to make all things unequal. This means shifting the competition from price to cost.
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Selling and the Difference Between Price and Cost
Posted by
iannarino under Sales
From http://thesalesblog.com 5147 days ago
Made Hot by: amabaie on October 22, 2010 11:30 pm
Your Compensation Plan Drives Sales Behaviors (A Note to the Sales Leader)
Posted by
iannarino under Sales
From http://thesalesblog.com 5148 days ago
Made Hot by: profit613 on October 22, 2010 9:58 am
If you would not have your salespeople sell price, if it isn’t a competitive strategy that you have chosen, then you must not reward selling on price.
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Go Ahead, Blow It Up - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5148 days ago
Made Hot by: saraib820 on October 22, 2010 9:54 am
Sometime you have to dramatically change the course of a meeting in order to move it forward. By asking tough, direct questions, you accelerate things, good or bad, at least you are not wasting time.
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The Business of Sales is About People
Posted by
iannarino under Sales
From http://thesalesblog.com 5148 days ago
Made Hot by: yoni67 on October 20, 2010 3:12 pm
Winning deals is about the relationships you have developed, not your solutions. Your success in sales is measured by how well you help others.
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Strategy Cannot Be Determined by the Limitations of Your Sales Force (A Note to the Sales Manager)
Posted by
iannarino under Sales
From http://thesalesblog.com 5150 days ago
Made Hot by: starresults on October 18, 2010 7:36 pm
There are salespeople who have the technical skills and behaviors that are right for one strategy but spell disaster for a different strategy.
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10 Greatest Pharmaceutical Sales Myths: Exposed
Posted by
starresults under Sales
From http://www.starresults.com 5156 days ago
Made Hot by: lovedthisarticle! on October 17, 2010 6:32 pm
For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although
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Write Your Needs Analysis and Buying Cycle Questions
Posted by
iannarino under Sales
From http://thesalesblog.com 5156 days ago
Made Hot by: ShoshFromJobShuk on October 17, 2010 6:05 pm
Most salespeople believe that they have the greatest ability to sell during their final presentation. Simply put, they are wrong. It’s much earlier.
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Why? - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5153 days ago
Made Hot by: saraib820 on October 17, 2010 2:03 pm
I always thought of 'why' as core question in sales, now someone is telling me that you can't use it, it is too aggressive. Why? Or is this just another softening of sales?
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Your Last Impression
Posted by
iannarino under Sales
From http://thesalesblog.com 5154 days ago
Made Hot by: ruth on October 15, 2010 3:57 am
Chances are, you will have many interactions with your dream clients over time. It is unlikely that your first impression will be what is remembered.
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What is your “Average Sale Cycle”?
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 5155 days ago
Made Hot by: ofirafromjobshuk on October 14, 2010 3:54 pm
Sales people often have difficulty answering this question, which should not be the case for such an important element of their success. On the other hand, there should be a bit more clarity by what is meant by "average Sales Cycle".
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