Two Questions You Must
Answer to Win the Sale
Sometimes what the customer doesn’t tell you determines if you win or lose a sales opportunity. Two motivations – the one a prospect shares, and the one he/she may not reveal – impact the final selection. Learn the two questions you must answer in order to turn a prospect into a customer. Read Now >
Trends and Solutions
Driving Change in B2B Sales Organizations
Relationships matter in sales – today more than ever. Sales organizations still win by listening to customers’ concepts and delivering solutions. This issue of the Sales Performance Journal examines the best customer-centric strategies for all the routes you take to market. Read Now >
Seven Myths and Misconceptions
About Top-Performing Salespeople
Sam Reese debunks seven of the most common misconceptions about world-class salespeople.
The Essentials of Executive-to-Executive Selling
CEOs and other C-suite executives need to regularly participate in a defined program for executive-to-executive selling.
In today’s hyper-competitive sales environment, strategic customers (both prospective and current) are just too important -- they require the regular attention of CEOs and other top execs. In fact, all companies should have a formal, defined program for executive-to-executive selling, but sales groups have to be very careful to use those execs’ time wisely and efficiently.
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Why Sales Organizations Struggle with Change
There’s no question that improving the effectiveness of a sales organization takes a solid strategy and a commitment to abandon the status quo. But any change management program will have many moving parts and interdependencies which often derail the initiative. Read Now >
How Do You Define a Buying Influence?
Bob Miller, founder of Miller Heiman answers a question submitted by one of our readers. How do you define a buying influence when a third party administers the purchases? And the user is screaming I am the owner? Read Now >