sales methodology
What Is Value in Complex Sales?
Sales professionals like to talk about the concept of “value.” “Selling on value,” “Value based sales,” “Sell value not price.” These are important in complex sales, but I’ve noticed that we don’t always agree on what the word “value” actually means.
5 Assumptions Boat Reps Made About Me Last Weekend (And Why Your Salespeople Need to Do Better)
Recently, there was a boat show at a dock near our home and I decided to pop in and take a look at what’s new and exciting. It’s fun to amble down the dock and look at the many options, from motorboats to sailing boats and everything in between.
We’re All in Sales – Or Maybe Not
We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.”
B2B Buyers: from Fear of Missing Out to Fear of Messing Up
As Matt Dixon (of Challenger Sale and Challenger Customer fame) points out in his latest book “The Jolt Effect”, B2B salespeople have been preconditioned by most of the established sales methodologies to focus on cultivating their customer’s fear of missing out (FOMO).
Here’s Why We’re Revamping Our Sales Process & Methodology
Come VIBE with us! We’re rolling out a new sales process & methodology, and we’re ready to let you in on it.
The changing face of value in B2B sales
This article, first published in the International Journal of Sales Transformation, leads to the conclusion - which I suspect will come as no surprise to regular readers - that we need to stop talking about the "value" of our so-called "solutions" and start focusing on the value of our customer's outcomes...
