Success requires mastery of the fundamentals, especially when it comes to sales. Your sellers must have complete mastery of the fundamental skills. Below are four reasons laying a solid foundation is key to a successful sales enablement strategy.
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Profit is better than revenue! Unfortunately, many business owners and sales professionals either don’t know the difference or aren’t paying attention to profit. While it is a fact that all businesses need revenue, what they really need is good...
As leaders in learning and development, we are continually tasked with influencing others. Sales might have a bad rap, but it is misunderstood. The sales profession has mastered the skills and strategies necessary to influence people.
There’s been a power shift between companies and customers. That starting point is how you meet the needs of today’s customers and shareholders, with their ever-more demanding personas.
Changes in selling have paralleled changes in military engagement. In sales today, winning salespeople and winning sales organizations focus less on winning the war with the competition and more on winning the hearts and minds of the customer.
There are a few false assumptions that are to blame for the sales performance malady affecting organizations today.
There can be many moving parts to a sales enablement strategy (i.e., training, content, tools and support), so it’s important to create a plan that aligns with your organization’s goals – and then set forth on executing it.
For a successful sales organization, train team members on the significance of being relationship-oriented and how to integrate that approach into their day-to-day activities.
Selling is difficult, because buying is difficult. The buyer faces competing priorities and changing needs. These factors and others have made the buying process more complex than ever. Therefore, sales professionals need a new method for closing the sale.
Buying is a dynamic process. As stakeholders explore solutions, they develop a deeper understanding of their needs. They change their priorities. More decision-makers enter the picture. The customer’s initial value definition rarely matches the final...