Salespeople love to complain that all the customer cares about is the price. When we don’t get a deal, we’re quick to point to our higher price as a major cause of defeat. My friend Anthony Iannarino has written extensively
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Starresults voted on the following stories on BizSugar
Who’s Making It About Price, You or the Customer?
Posted by
mikeweinberg under Sales
From http://newsalescoach.com 4922 days ago
If Oprah can have a book club, why can’t we? I am inviting you to join me in a new venture: The Sales Blog Book Club.
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There are all kinds of ideas about why sales is broken. Selling is broken because of a lack of honesty and integrity. But not on the part of salespeople alone.
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If you would have your dream client, know that it takes grit, it takes determination, and it takes a long view. Sometimes it takes waiting someone out.
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How Marketing Can Help Sales After the Handoff - Guest Post
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 4925 days ago
Today’s guest Jeff Erramouspe discusses how sales and marketing need to and can come together around one process. Jeff outlines three ways marketing automation can help sales even after the handoff from marketing.
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What It Takes To Make Your Number
Posted by
iannarino under Sales
From http://thesalesblog.com 4925 days ago
Managing your time, your focus, your activities, and your outcomes is critical to making your number. Here are three places to focus to make your number.
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You’re Taking Theirs or They’re Taking Yours
Posted by
iannarino under Sales
From http://thesalesblog.com 4926 days ago
Made Hot by: Ruth Stone on April 14, 2011 2:35 pm
You need to understand that even if you aren’t interested in competing against your most ferocious competitors, they’re interested in competing with you.
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Prospecting and the “Last Inch” - The Pipeline
Posted by
SellBetter under Sales
From http://www.sellbetter.ca 4927 days ago
The internet has advanced prospecting, but there still remains the moment where you have to reach out and engage, “The Last Inch”. That moment still comes down to skill and direct interaction between buyer and seller.
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Overcoming Your Call Reluctance
Posted by
iannarino under Sales
From http://thesalesblog.com 4928 days ago
If you aren’t prospecting, there is a reason. Maybe you’re lazy, but I doubt it. Call reluctance kills. Get to the root of what’s causing your call reluctance.
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Now that you’ve got the Big Mo (momentum in sales vernacular), you have to keep it. Here are three things you need to do if you want to keep the Mo!
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