Why your customers want to buy is as important as what they want to buy
You’d hope, wouldn’t you, that most salespeople understand what their prospective customers want to buy. You’d expect, wouldn’t you, that your salespeople understand what their prospects think they need before making a proposal.
How to Win More Deals by Making Better Human Connections
People like to do business with people they trust. Unfortunately for sales professionals, salespeople are often the last people anyone trusts.
What If We Started with a Blank Sheet of Paper?
Buying is changing profoundly. This impacts everything we do to try to engage our customers, creating value through their buying and usage journey. To effectively engage our prospects and customer, we have to rethink all our strategies and approaches in working with them.
How Oneflow Makes Contract Management Seamless in Membrain
Remember when signing a contract meant printing multiple copies and sitting at a desk with the customer to put ink on paper? Today’s e-signing tools have simplified the process and made it possible to close even large, complex deals electronically.
The future of B2B selling is collaborative
I recently participated in a fascinating panel discussion facilitated by Jonathan Farrington of Top Sales World on “Identifying the New Post-Covid Frontline Sales Professional” with Dave Mattson of Sandler Training and Lisa Leitch of Teneo Results. I’ve included a link to the recording at the bottom of this article.
5 account management mistakes you may be making - and how to avoid them
Many have heard statistics on the value of existing accounts: 80% of future profits come from 20% of customers; 65% of revenue comes from existing customers; it costs 5% less to retain a customer than to gain one.
