sales management
The Dreaded RFP: Where Value Selling Goes to Die?
I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?”
Why the strongest leaders are empathetic leaders
When you think of the best managers or leaders you’ve ever worked with, what do you think of? Chances are, they weren’t overly egotistical, controlling, or mean.
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.
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.
