Subscribe to The Art & Science of Complex Sales

    sales management

    How can anyone sell value without values?

    I recently participated in a webinar with LeveragePoint on the subject of “establishing a value-centric culture in your B2B sales organisation”. It’s a topic I care deeply about, and I’ve included a link to both the recording and the deck at the bottom of this article.

    by Bob Apollo

    Can My Car Uncover Sales Qualification Criteria Better Than Most Salespeople?

    If your car was manufactured in the last few years, you probably have a rear camera that helps you see your surroundings when you need to back up, back into a parking space, or drive backwards on the interstate at 65 MPH. Okay, maybe not the last one.

    by Dave Kurlan

    Do You Want to Kill the Pain, or Solve the Problem?

    Most of us know that in order to stay healthy, we need exercise, good nutrition, rest, and to take our vitamins. But very often, we get busy with life and forget these essentials. Before long, we start to suffer for it. At that point, we all know we should slow down and address the problem - but more often, we seek a pill to kill the pain so we can keep going.

    by George Brontén

    You Can't Lose Customers or Salespeople - 2 Secrets to Their Retention

    As we wade deeper into recession, you will certainly agree that there are two things you must not lose:

    1) Customers/Clients
    2) Good/Great Salespeople

    by Dave Kurlan

    Don’t Brake While Going Uphill - What Sales Teams Should Do To Prepare For Tough Times

    Economists say we are experiencing a global combination of factors that will likely lead to a recession again, and soon. Inflation, supply chain issues, rising interest rates, general uncertainty - all add up to economic unease.

    by George Brontén

    Salespeople Close 172% More Doing This to Sell Value

    Here’s a startling fact you may not know: Salespeople who uncover budgets are 172% more likely to close business than those who do not. This stat drives home the point that you must have a sales process that includes money discussions early in the conversation and you must help salespeople sell value by being more comfortable having those conversations.

    by Gretchen Gordon
    More Articles

    External Exposure