January 14, 2013 10:00 amPublished by Michael BoyetteLeave your thoughts
These days, products and services can quickly lose their competitive edge. One problem sales professionals face that cuts across nearly every industry: How to build perceived value and set yourself apart, when buyers treat you like a commodity – with little real difference between you and the other guy? So what’s can you do about it? Read on to find out.
January 11, 2013 11:04 amPublished by Michael BoyetteLeave your thoughts
For best results in building referral business, go to customers armed with names of prospects or companies to whom you would like to be introduced. Read on to learn more.
January 9, 2013 3:14 pmPublished by Michael BoyetteLeave your thoughts
If you have an account worth keeping, it’s likely to be one worth getting. Don’t give your competitor the chance. Read on how to keep your accounts safe.
January 7, 2013 3:06 pmPublished by Michael BoyetteLeave your thoughts
Slowing down the sales process might seem like giving an edge to the competition. But there are good reasons to do so. Read on to learn what they are.
January 4, 2013 3:04 pmPublished by Michael BoyetteLeave your thoughts
Nearly everyone in sales tracks their numbers. Everything from calls made to contracts signed gets followed closely. You name it and someone tracks it. However, there are situations in which following the numbers can do more harm than good. Here are three common ways sales reps can go wrong by following the numbers.
January 2, 2013 3:02 pmPublished by Michael BoyetteLeave your thoughts
When you get caught up in the sales process, it’s tempting to keep plugging away. But sometimes you need to do something dramatic to change the game. Read on to learn why, and how it can help you kickstart a stalled sale.
December 26, 2012 4:10 pmPublished by Michael BoyetteLeave your thoughts
You’re probably already asking buyers why they do certain things, and why they’re looking for your product. But by using the five whys technique, sales reps can get to the heart of what’s eating at buyers. Read on to learn more.
December 19, 2012 3:35 pmPublished by Michael Boyette1 Comment
In sales, nightmares are an occupational hazard, especially when it comes to sales presentations. The good news is there’s a simple process you can use in any scenario to put together an effective sales presentation. Read on to learn what that process is.
December 17, 2012 2:44 pmPublished by Michael BoyetteLeave your thoughts
Basic business math is often neglected, ranging from return on investment (ROI) to total cost of ownership (TCO) and tracking key performance indicators (KPIs). The challenge for sales professionals is to get prospects to focus on value – and that brings into play the ability to do a lot of multiplication and long division. So how can you help buyers calculate your true benefits? Read on to find out.
December 14, 2012 10:25 amPublished by Michael BoyetteLeave your thoughts
If you tend to stew over quoting a high price for your offering out of fear that you’ll blow the deal, there’s new research on price negotiation that should set your mind at ease. Read on to learn more.
