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.
Tag: sales strategy
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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...
The days are becoming noticeably shorter. Summer is winding down, and sellers will soon be in the last quarter stretch to meet or beat quota. Now is a good time to take a hard and realistic look at where your organization is likely to wind up.
Train your sales team to source new selling opportunities, or “white space,” within existing accounts.