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Today, our guest blogger Nigel Edelshain, looks at17 Pieces of Collateral Sales People Might Actually Use. From Testimonials to Sales 2.0 tools, all to help sales people execute better.
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We have a lot of great tools to help us be better at executing a sale. But the sales professional also needs the discipline to master the tool and use it productively. Read More
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Questions are not only great for involving buyers in the process, but they can help in dealing with the competition too. The right question left in the right place with a buyer can go a long way in keeping the competition at bay. Read More
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Price is not just an issue in new sales, but with existing accounts as well. A challenge many sales people face is selling a price increase in a soft market. Read More
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An effective sales process establishes stages, or ZONES, based on aligning the selling process with the buying process. This includes details such as tasks, tools, and even specific questions that move the mutual process forward efficiently. Read More
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As with any profession, understanding which activities have a positive impact on outcomes, and which are negative is important to track and know. The goal is to eliminate the negative ones which increasing and improving the positive activities. Read More
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Today's guest post is by S. Anthony Iannarino, Anthony gives us an insightful view of how you can be a nice guy and still win in sales. What does it take to be on the right side in a zero sum game? Read More
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Due to technical glitches we had to postpone this event in December, but we are ready now. Come learn why execution trumps all in sales. Read More
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Price is just a number, the thing that gives it meaning is what the number is relative to, value or a lower number. As a seller it is our job to make it relative to the value and impact a buyer will get by meeting your number. Read More
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You really can't make this stuff up, you gotta live it.  When I heard this, I just had to ask, "Did you just say...?" Read More
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