Sales Strategy
Next Page »Is pricing out of touch with the market? Are salespeople frittering away profits? Are these two groups really at war with each other? Or, are they aiming for the same goal but language differences are preventing proper teamwork? Let’s review SPIN Selling from a pricing perspective.
Read more...How should salespeople sell? Yes, they need to be well groomed (presentable), have a good people skills and a tough skin, and have an orientation towards action and winning. But assuming they have these basic skills, what specifically should they do?
Read more...Prices are too high for our customers. Sales is giving away our product. We have heard these claims. Many times. These arguing points between the professionals who manage customers and those who manage prices have been fought over for aeons. Yet which group is right? To address the issue of pricing and account management, let us leverage the research by Miller and Heiman into the creation of thought leadership in pricing.
Read more...Salespeople abuse discounts. Pricing is the sales destruction department. Well, which group is right and must they keep fighting? In this article, we explore the role of price segmentation in strategic account selling.
Read more...Time and again, Treace noticed the same sales and corporate management missteps that led to poor performance in failing companies. In Treace’s book, these all-too-common errors are described along with practical, proven solutions to help sales executives and non-sales executives evaluate and cooperatively support the company’s sales efforts. This practical information is what you didn’t learn in business school. Below are a few of the topics covered in the book, each of which will provide readers with a strong foundation for understanding how to build an outstanding sales operation—whether they are a CEO, CFO, COO, sales manager, or sales rep wishing to move into management.
Read more...The current economic environment has turned the tables on many heretofore established executives. Many are being forced to do something that never thought they would ever do again - look for job.
Read more...Choice is good, more choice is better … or is it? Is it always better to offer customers more choices, or should companies restrict the choices available to customers in some situations?
Read more...Templeton would go into the customer’s negotiating room with a metaphorical gun on the table. Customers would force him to place the gun against his head and ask him to drop prices or pull the trigger. Templeton didn’t know if the gun was loaded or not. For four years, Templeton managed this challenge, and the bullet never fired. Templeton’s method of managing this struggle over prices reveals a key to pricing in opaque business markets. (True story account.)
Read more...In this winter of our discontent, where survival seems to be what everybody’s trying to do, it seems remarkable that for lack of empathy - people and companies are jeopardizing valuable relationships. One wonders if it’s simply lack of feeling, plain stupidity or incredible arrogance.
Read more...Everyone talks about referrals, but few actually pursue them. Referrals should be considered the reward for a job well done. They are the by-product of your excellent customer service. As a true sales professional, you have earned the right to ask for and receive referrals. If you are not asking for referrals, you are only [...]
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