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  • Can a Sales Process Help Sell Value? 2 Agosto 2020
    Discounting and selling in bad economic times seem to go hand in hand, and they shouldn’t. Selling value is the way to avoid discounting. The mindset of the salesperson plays a role. Here’s another way to help sellers avoid discounting and sell value – A repeatable sales process.
  • How to make your sales process as compelling as a tree 29 Luglio 2020
    There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single room with no amenities, and the tree is just a tree, there is something about the sight and the energy of the place that compels me.
  • This is why some B2B customers are still buying in the current climate 26 Luglio 2020
    There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the current climate.
  • How and why fear is sabotaging your sales 22 Luglio 2020
    Salespeople can be some of the most fearless people in the world. It takes guts to pick up the phone again after you’ve been told “no” over and over. It takes guts to step in front of committees of decision-makers and tell them why they need to change and place their trust in your and […]
  • Your competition isn’t who you think it is 19 Luglio 2020
    I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition.
  • Why your technology-neutral message is the wrong one 15 Luglio 2020
    “I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.”
  • 5 tips for working from home when your head and heart are distracted 12 Luglio 2020
    I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. During that time I’d spend my nights an hour away from him with our 3-year-old daughter and 6-month-old son. Each morning I’d fight Boston traffic to spend my days with […]
  • How to create outstanding sales growth with channel partners 8 Luglio 2020
    Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended sales team, bringing in new business and nurturing accounts on your behalf, without the payroll.
  • Answering your customer’s three critical questions 5 Luglio 2020
    In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects unless they see them as being strategically relevant, tactically urgent, and capable of delivering rapid time-to-value. The rest can wait.
  • Some customers are more important than others. 1 Luglio 2020
    In sales and marketing, we often talk about customer segmentation in the context of prospecting. The practice often starts with dividing potential customers into groups according to firmographic criteria such as geography, size, and industry.

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