The Evolution of Corporate Social Selling

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How to Get Technical Salespeople to Sell

How to Get Technical Salespeople to Sell

technical_salespeopleSelling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering. The challenge? Many technical salespeople tend toward "feature dumping" instead of building value in the mind of the buyer. Let's take a look at why that happens.

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How to Get Salespeople to Sell into a New Market

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Motivating Your Salespeople. It's Not All About The Money.

Motivating Your Salespeople. It's Not All About The Money.

While money is often the main motivator for sales professionals, there are other elements involved in motivating your salespeople as well. Not every sales manager understands these motivations, but if used properly they can take a salesperson's performance to the next level. Check out these 5 strategies for motivating your salespeople in ways OTHER than money...

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What If Your Customers Admire Your Company More Than Your Salespeople Do?

What If Your Customers Admire Your Company More Than Your Salespeople Do?

If your company is like those that I’ve worked for, it spends huge amounts of money and effort in defining its brand… let’s call it "brand DNA." Advertising, marketing campaigns, mission statements and core values published on the company’s website. All are aimed at accomplishing very critical and difficult tasks – attracting prospects to consider doing business with your company, and reinforcing partnerships with existing customers. That’s what your salespeople get paid to do, right?… Attract prospects and close them, and maintain strong partnerships that drive growth with existing customers. And again, if your company is like those I’ve worked for, it spends huge amounts of money and effort programming the brand DNA messages into the sales rep’s repertoire. You spend the money and effort so that the rep’s brand DNA message aligns with what your prospects and customers can glean from their own experience with your brand, and from their online research. Prospects and customers are consumers, too. So what’s the catch here? What’s the big deal?

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Why Sales Training Doesn't Work

Why Sales Training Doesn't Work

Sales Training won't work if sales managers don't support the effort. Here's an example: I just returned from working with a client’s sales team and (for the second time) took them through one day of manager coaching and two days of IMPACT Sales Training … again. 

Yes, this is the second time I did it.  I did this more than 4 years ago for their sales staff (they've retained about 50% of the team). 

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Medical Device & Diagnostic Sales Training and Development Conference

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Opening the Sale - Because You’ll Never “Close” Without Opening Well

Opening the Sale - Because You’ll Never “Close” Without Opening Well

In working with and coaching salespeople, particularly new ones, or untrained ones, I have noticed many stumbling with how to initiate sales calls. Whether “cold” or scheduled appointments, many have difficulty deciding how to open the sales call.

Why not simply be honest and express your intentions? Your prospect/customer knows you’re a salesperson. They are not stupid or naive. Being honest about yourself and your reason for meeting will position you much more favorably. Issue a statement of intention.

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B2B Sales vs Retail Sales

B2B Sales vs Retail Sales

Over 1 million people have viewed this video to date and it is a shame 1 billion people have not. I have always found it interesting that retail businesses have had the ability to establish price and for the most part that price is non-negotiable.

Why is it that in B2B sales everything appears to have some level of negotiation? However, in our roles as consumers for items such as office supplies, food, gasoline and a host of other items; we seldom think twice about paying the listed price.

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CLOSING

CLOSING

Last week on a discussion board, there was a considerable thread about “closing techniques”. Various “sales experts” got on and started dialog about The Ben Franklin Close, the silent close (down to the clicking your pen before you slide it over the table) and other closes.

I thought to myself, man what do these guys sell and what kind of relationships do they have with their customers, that they have to try and manipulate their prospects with tactics?

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