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6 Essential Rules of Sales Negotiation

When watching sellers negotiate, perhaps the easiest things to see are the mistakes. Having now spent two decades studying sales negotiation, observing negotiations, and coaching and training sellers to negotiate, we've distilled the common areas that the best sales negotiators consistently get right.

Here are the six essential rules of sales negotiation:

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The 4 Building Blocks of A High-Performance Sales Team

In the foreword to “The 4 Disciplines of Execution”, Harvard Business School Clayton Christensen describes a scene that’s become famous in the world of business.

In the mid-1990s, Christensen received a call from Intel’s Andy Grove. Grove had picked up on Christensen’s research on disruptive innovation, and invited him to fly out to California to discuss the implications on Intel.

After a positive meeting, Grove asked Christensen: “OK. But how do I do this ?”

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Why Best in Class Sales Enablement Is a Necessity

If you’re a salesperson reading this, it’s a virtual guarantee that your sales efforts are dependent on content management and innovative sales technology. Maybe your organization isn’t up-to-date on the latest, greatest sales solutions, but you at least have some basic tools to support your efforts in reaching digital customers.

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5 Sales Strategies for When Buyers Go Cold

After three months of talking and promises of moving forward, your fully qualified, enthusiastic champion is ready to pull the trigger. You send them a proposal and…silence.

It's frustrating when buyers go cold. Whether late in the process or after one good meeting, most sellers at least want to hear, "No," or, "Here's what happened," or, "I'm still interested, but something happened…"

Unfortunately, sellers often don't get the high sign from buyers, just the cold shoulder.

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