Reimbursements to healthcare providers are increasingly based on the value or outcome of their care rather than the volume of care. This leads them to favor treatments that either decrease…
Sales leaders often ask if we can help their teams to improve their time management skills. I recently had a conversation with a CEO of a mid-sized technology firm, who said, “My sales people are all very busy, but some of them produce much better results than others. My top performers all seem to know […]
What is a prospect? For most salespeople, a prospect is someone that is currently looking for the kinds of products or services that their organization provides. With this definition in mind, many salespeople think of prospecting as hunting for people that are looking for them a relatively small number of hard-to-find opportunities. What would a salesperson’s life be like if we turned the typical definition of a prospect on its head? What if we defined a prospect as a person who is not actively looking for your products or services at the time that you call on them? The universe of potential prospects grows tremendously under this expanded definition.
we have found that common disease now infects a huge percent of the salespeople around the world.The disease is phone-a-phobia, the fear of picking up the telephone and encouraging a new prospect to start looking at your product or service. This disease cripples the careers of many salespeople. Phone-a-phobia not only affects salespeople’s ability to develop new sales opportunities, it also adversely influences how they interact with current prospects.
What is in the head of a procurement manager? Is it true what we say in Solution Selling training about the buyer tactics? Do they really eat salesmen for breakfast, lunch and dinner? How can we use this knowledge in our sales efforts? My conclusion is that we have to comply with their way of viewing the world, but also understanding that procurement is only the gatekeeper to the real power sponsors.
Have you ever felt the horror of being on your way to losing an important opportunity? All you hear from the customer indicates problems. They are asking for proof on things that you thought were perfectly clear. New competitors show up and seem stronger than before. The panic is near… What is the solution to […]
It is rare to find an organization where salespeople actually understand the key problems that the organizations’ solutions solve. This is normally a much larger problem the more solutions the company offers and the more technical the solution sets…