Why Sir Francis Bacon Would Have Loved the Challenger Sale

By Hope Eyre

A couple of weeks ago, I was teaching a class in Business Case Selling to a high-tech client. Virtual is a tough setting for this topic because the length of time you can hold a seller’s attention on a webinar is shorter than what’s needed to teach it well.

We solve this by extending the training experience well outside the webinar itself. Pre-work, practicum assignments, manager coaching and the like. Several smaller pieces connected to build one compelling lesson.

Our client’s main objective with this training is to win without discounting, every sales leader’s dream.

To do this, their sellers have to prove, in empirical detail, the financial value of each high-tech solution to the customer. These sales are complex, lengthy, competitive and customers are known to start bidding wars to drive down price.

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Show... Then Tell (with Win Themes)

By Rachel Cavallo

The value proposition. It’s at the core of everything we sell, right? Value propositions come in many varieties, but essentially they are the statements that say, “You need what we have to offer, and we are uniquely positioned to sell it to you.” We’ve seen the statistics that tell us how important clear value propositions are to buyers… But is the value proposition statement alone enough?

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Do You Want a Relationship?

By Michael Perla

When someone is trying to sell me something, I often ask myself a key question:  Does this person want a long-term business relationship with me?

Topics: selling value
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Sales Professionals – Is There a Future?

By Warren Shiver

I’ve recently seen a startling reference from Gartner in a couple of different presentations: “Gartner, a research organization, predicts that by 2020, 85 percent of interactions between businesses will be executed without human intervention. It is likely that of the 18 million salespeople in the United States, there will be only about 4 million left.” (See this article on Selling Power)

Topics: selling value
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Staying Top of Mind Unfortunately Isn’t Always Top of Mind

By Joni Santos

I’ve been “courted” recently by a company trying to win my business. After repeated attempts to contact me, I finally acquiesced and responded to an email… only because I had a very specific need at that moment, and I suspected they could help. Once we talked and I learned more about their capabilities, I actually became excited about working with them on my upcoming project. Unfortunately, their capabilities did not include follow-up skills, because although my contact indicated he would get back to me with additional options, he never did.

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