Sales Tips: Handling RFP’s You Did NOT Wire
In the first months of my career I received an RFP from the US Coast Guard Academy. My initial excitement faded as realized it was for equipment totaling about $6,000. Despite the fact that they had several of these devices installed and there was no competition I had to make a detailed response that included […]
Sales Tips: Establish a Peer Relationship with Your Buyer
By John Holland, Chief Content Officer, CustomerCentric Selling®
Sales Tips: Stop Clinging to Old Approaches
By John Holland, Chief Content Officer, CustomerCentric Selling® Over the last decade vendors began to evaluate buying experiences they were providing. The truth be told, many were motivated by a shift in power as buyers leveled playing fields with sellers by using the Internet and social networking. Selling approaches have changed at a glacial pace. Most vendors deserve […]
Sales Tips: When You Know More, You Win More
Why Win Loss Analysis for Competitive Sales? Win loss analysis is a branch of market research focused on understanding why companies win or lose new business opportunities. By implementing a win loss program, you can obtain reliable, actionable, and unbiased feedback about how well your sales team performed in recent competitive opportunities. You can identify […]
Sales Tips: What Constitutes a Qualified Opportunity?
By Gary Walker, EVP of Channel Sales & Operations, CustomerCentric Selling® Source: Frank Visgatis This is a question that we hear all of the time from people who attend our workshops. This is a topic that is so worthy of discussion that rather than rush to answer the question, I prefer to use it to facilitate a discussion […]
Sales Tips: Who Owns the Pipeline?
Sales Tips: Who Owns the Pipeline? By John Holland, Chief Content Officer, CustomerCentric Selling® The point of my last article was that the integrity of data determines how accurate CRM forecasts will be. A while ago I learned a different way to look at the acceptance of change within organizations. The people most willing to embrace […]
Sales Tips: Handling Requests for Brochures
By John Holland, Chief Content Officer, CustomerCentric Selling® – The Sales Training Company “Can you send me a brochure?” Sometimes buyers want to get salespeople to leave them alone. An effective ploy is asking sellers to send information, a request that inexperienced sellers think is a positive sign. The problem is that it gives the prospect […]
