Creating positive buyer conversations is the heart of selling. The best way to have positive conversations is to build receptivity with buyers. And the most critical aspect to creating receptivity is to focus totally on the buyer, their business issues, and value drivers. What does … Read More
What Your Customer Wants Most
It’s too easy to assume that you know what customers want most. If you’ve been in an industry or sold the same product solution for several years, it’s virtually impossible to not have preconceived notions about your customer’s needs. The best way to avoid assuming … Read More
Winning The Hearts and Minds of Your Decision Maker
Are you attempting to win one or more top-tier accounts in the next three to six months? What chances do you give yourself for landing a large sale with a new prospect? What about someone that’s never bought from you, or never even allowed you … Read More
Top Sales Podcast: Mark Holmes on Value Propositions
The Salesman’s Podcast – world’s largest B2B Sales Show and a top Hub Spot sales podcast pick. We discuss ‘how to create, communicate and sell a powerful value proposition’ and ‘ways to create highly effective sales questions that open doors and close sales.’” Two of the … Read More
‘Sameness Selling’ Kills Sales
Limp-along sales growth and a salesforce that’s stuck in a mink-lined rut are symptomatic of ‘Sameness Selling.’ And it may be more common than you imagine. Just consider for a moment some of the main B2B sales problems today. Think about how issues like these … Read More