Archives posted in: Selling
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.
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.
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.
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?
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.)
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.
More Everyone talks about referrals, but few actually pursue them. Referrals should be considered the reward for a job well done. They are…
More Obtaining new business is perhaps the most critical concern for growing organizations – especially smaller entrepreneurial firms. Realizing that both time and…
More “More than 30 years after the call to integrate sales and marketing activities ,… we find no firms that had adopted this…
More A wise salesperson once mentioned to me that sales is a container function. It contains the relationship between the customer, partners, and…
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