Archives posted in: Selling

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Solution Selling Tips

By Tim J. Smith, PhD August 18, 2004

If you have made the choice to conduct a solution selling approach, you have chosen to execute an approach that requires a…

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Strategy for Networking

By Tim J. Smith, PhD July 7, 2004

From the numerous books, articles, and lectures on the subject, it is clear that face-to-face networking at business professional gatherings is as…

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Investing in Networking

By Tim J. Smith, PhD July 7, 2004

Networking is an investment, and like all other investments the return must exceed that which can be gained elsewhere. Whether you network…

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Sell with the Right Staff – Reflexis

By Tim J. Smith, PhD July 7, 2004

Founded in 1998, Reflexis has grown to 50 employees by helping retailers dynamically manage their workforce and work requirements. For instance, retailers…

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Tapping Salespeople’s Market Knowledge

By Tim J. Smith, PhD April 28, 2004

During the past few decades, the job of selling has been professionalized. What was once seen as a transaction oriented task best…

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Relationships vs. Deliverables

By Tim J. Smith, PhD March 17, 2004

Which drives revenue success, the ability to forge strong customer relationships or the ability to create a compelling products and services? Not…

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Concerns of a Sales Manager

By Tim J. Smith, PhD January 21, 2004

While getting a team of sales people to perform at their highest potential challenges every sales manager, some come closer to reaching…

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Customer Meetings

By Tim J. Smith, PhD December 10, 2003

Everyone in business loves customer meetings. Run a customer meeting well, and the sales process is driven closer to closure. But, run…

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Permission to Sell C-Level Support for High Value Sales

By Tim J. Smith, PhD November 26, 2003

In high value sales, prospects need to provide permission to sell before salespeople can fully engage. Why? Getting permission to sell transforms…

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Dialing for Dollars: Anatomy of Prospecting Calls

By Tim J. Smith, PhD November 12, 2003

Making phone calls is one of the few constants with respect to selling in business markets. When businesses sell low-cost goods in…

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