If your organization has traditionally relied on relationships in order to sell and it’s not working for you as well as it used to, we have an idea on how to improve. I recently attended a regional forum where there were a number of sales leaders from industrial manufacturing companies talking about 3 key issues: […]
Sellers are often so focused on helping their buyers find the best solution to their business issues that they often fail to protect themselves by differentiating that solution from the competition. In today’s highly competitive environment, understanding what differentiates your solution from the competition, and then being able to position and defend that differentiation, is […]
We would like share a story of Greg Engalicev, the Managing Partner of SPI in Canada’s story with a large financial services organization that he has a long, professional history with. Their Business Issue Their original issue was a lack of market share growth. They were being commoditized in the commercial banking area and that […]
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 […]
Many people consider THE RELATIONSHIP as the most important thing in selling. This week I met with a manager selling IT resources, who put forward the real value of good customer relations: “My customers know that I always keep my promises – that’s why they call me and buy the next JAVA programmer.” I totally […]
Most salesmen feel powerless, especially at the end of the sales cycle. When the customer enters the risk phase, things seem to drag and nothing happens. The salesman’s power to advance things has vanished.How can we salespeople act and feel like we are in power?
Almost half (45%) of sales managers believe that their teams need improvement in their ability to sell the value of their solutions to customers, according to the latest survey conducted by CSO Insights. Sales Teams’ Ability to Sell Value and Avoid Discounting (Copyright 2009, CSO Insights, used with permission.) Why do so many salespeople struggle […]