Do your customers have a ‘survive’ or a ‘come back stronger’ mindset?
There probably isn’t a single industry or organisation that isn’t being affected in some way by covid-19. A few sectors - healthcare and food retail amongst them - are seeing increasing demands for their services and increasing stress on their ability to deliver. Others are seeing an often-precipitous decline in demand.
How to prepare your sales team for bounce-back after the crisis
Most of Europe and the United States has been in a state of response to the novel Coronavirus pandemic for a while now, and most of us are settling into a new sense of “normal.”
Why you will finally pay the price of not selling value
Given the current circumstances - a Global Pandemic and an economy where so many industries have been shut down or compromised - selling value will be more important than ever.
How to prove the value of sales training in uncertain times
The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are placed on hold and budgets are cut. It can be hard to justify investment, even when we know that our sales team’s performance is more important than ever.
Sales automation run amuck
Technology is a double edged sword. We can use it to improve the impact, value, effectiveness, and efficiency in engaging prospects and customers. At the same time, we can use it to drive away customers/prospects by creating crap at the speed of light.
How to kill your sales organization with bad assumptions
Every great salesperson knows that a bad assumption can kill a deal. Assume that the buyer understands the cost of not acting. Assume that the buyer understands the benefits of your offering. Assume that they know where to find the budget for your solution. Assume that there's one primary decision-maker.
