One of the greatest advantages in selling is the ability to understand how CFOs (a typical approver) think. That’s particularly true if you’re selling a technology solution. Why? Tech sales…
Every sales rep dreads hearing prospect objections. From “Your price is too high,” to “Call me again in three months when I get my budget back,” it can sometimes seem…
Last week I worked with a client to finalize a list of cost savings and revenue gains provided by her company’s offering. During our review, she flagged the section where…
Is your offering underpriced? It happens more often than you’d think. For example, during a recent consulting project, I helped a particular business unit at a material manufacturer realize they…
The way you talk about your competitors tells prospects and customers a lot about your company and the way you do business. Here are some guidelines sellers and marketers can…
What’s the best way to get a buyer’s attention, move deals quickly through the buying cycle, and increase close rates? Follow these five fundamental steps. (For a handy summary of…
It’s happened to the best of us. You tell a prospect how much your product or service costs and they respond with silence. This is known as “sticker shock” and…
Setting the price for your offering is critical. Price dictates whether or not your offering will succeed or fail in the marketplace. A price that’s too low can cause you…
Using a value-based sales approach helps sales teams succeed consistently and more frequently. These four tips from the world of value selling can help move deals through the buying cycle…
It’s every sales manager’s nightmare. While reviewing the sales team’s monthly sales forecasts, too many opportunities forecasted to close this month at 90% probability are deals that were previously forecasted…
