Many sales people and organizations are always looking for ways to differentiate themselves and impress buyers, in the process they sometimes reach further than they have to, and risk having the opposite effect to the one they intended. One method used by many is accentuating the size of or the degree to which their product [...]
A Guest Post By Todd Youngblood
One of the most effective things I did in my former role as a VP of Sales wasn’t my idea. (Story of my life…) A former colleague-turned-consultant talked me into it and facilitated what we called a Customer Advisory Council.
The group met for dinner, then formally for a long, full [...]
A Guest Post By Kelley Robertson
Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.
1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer [...]
Today’s post actually offers a multiple bonus in the form of multiple tips from a group of diverse and leading sales leaders. As many of you know I am a member of the Sales Bloggers Union, a collection of leading sales bloggers from around the world who each month write on one specific topic, giving [...]
I always struggle with the phrase and the delivery of “The Value Proposition”. I understand what is meant when people use the phrase, and what it purports to do, but in most instances, usually due to execution, it just ends up being a pitch, a higher quality or level pitch, but a pitch nonetheless.
In many [...]
