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Posts Tagged "sales strategy"


To keep sales momentum alive, you need to provide value on every interaction — even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches to making a real connection.  by Jill Konrath MARTY’S QUESTION: You often mention that it’s bad to follow up with prospects by saying, “I’m just touching base.” I’m struggling to find a decent...

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by Janet Spirer Recently I was talking with a sales manager who shared an interesting story about sales strategy reviews. She had just finished conducting sales strategy reviews for the top 20 accounts in her geography. Her observation was interesting – “Let’s not talk about the quality of the sales strategy reviews – some were great and some left much to be desired. I expected that. What I didn’t expect was how the sales reps...

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by Adrian Miller  What if your prospect goes silent? Has this ever happen to you? You go in and do a new business pitch and you nail it, plain and simple. The participants are with you every slide, every word, every well-rehearsed statement designed to evoke a laugh in exactly the right places. You walk out on cloud 9 or well, whatever cloud has your monthly cash flow statement. You got it; you’re sure. And then the wait begins. They...

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If your sales well has run dry or looks like it is about to, then it is time to take action.  Kim has some sassy advice for what you can do to become your own Rainmaker! by Kim Duke One of the nasty little sides of selling is something MOST people won’t tell you about. It’s a place most women in sales don’t want to end up…and yet mysteriously will. What Is It?  When sales dry up so fast your mouth puckers. I call it The Sahara...

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How to Help Your Customers Buy


Posted By on Aug 23, 2012

By Jeanne Buchanan In our work with clients, we have observed that the most successful salespeople help their customers buy. How do they do it? These best practices advance their goals—and those of their customers. Define and communicate the possibilities to jointly create value Establish a target date for their customer to begin to realize the value Develop and execute a joint project plan with their customer Let’s take a closer look...

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