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12 Ways Coronavirus Can Hurt Sales Unless You Prepare

Mark HolmesApril 16, 2020Sales Management Coaching, Sales strategy

Short of COVID-19 vaccine development in the near term, as much as we’d like that to happen, we must prepare for how the Coronavirus will disrupt sales revenues around the globe. There will be no accelerated come back. No ‘flip the switch” on, and the … Read More

Gain The Buyer’s Commitment At Each Step In Your Sales Process

Mark HolmesOctober 15, 2019Gaining Commitment, Sales strategy, Selling value

Imagine this picture in your mind. Imagine your buyer having a running mental grade card during a sales meeting. Forming their impressions and their likes or dislikes based primarily on the way you sell to them including aspects such as your approach, confidence, words, your … Read More

How To Be A Pro At Asking Discovery Questions

Mark HolmesAugust 16, 2017Sales strategy, Selling value, Value Proposition

*Read time: 1-2 minutes The top-producing sales reps master discovery questions that lead to their company’s differentiated value. When reps are effective at discovering a buyer’s value drivers along with any unrealized needs, it benefits them at all stages of the sales cycle. When reps … Read More

How to Sell Any C-Suite Executive In Any Industry, Anywhere

Mark HolmesJuly 12, 2017Sales strategy, Selling value, Strategic Accounts

Reading time: 2 ½ minutes More executives today are involving themselves in the purchase process of long-cycle, large, or complex sales. Some sellers are unnerved by this development because selling to top executives isn’t something they are trained to do. There is definitely a knack … Read More

How to Be Strategic With Your Questions

Mark HolmesJune 21, 2017Sales strategy, Sales training, Selling value

*read time 2 minutes If you Google the word strategic, one definition places it in the context of selling, best: Relating to the identification of overall aims and interests and the means of achieving them. The overall aim is to land sales. Strategic questions (the … Read More

The 49 Commodity Crushing Differentiators of Value

Mark HolmesApril 11, 2017Sales strategy, Selling value, Value Proposition

Commodity Crushing Differentiators of Value

You want to make more sales. You want to communicate your value in a compelling way. You want to differentiate the advantages of your product or services to close sales. But, you fear justifying your value effectively to decision makers. You’re not 100% confident in … Read More

Recent Posts

  • 12 Ways Coronavirus Can Hurt Sales Unless You Prepare
  • How to Persuade A Millennial to Buy Your Product or Services
  • Winning The Hearts and Minds of Your Decision Maker
  • Gain The Buyer’s Commitment At Each Step In Your Sales Process
  • Customers CAN’T Get The Same Thing Cheaper

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Latest Posts

  • 12 Ways Coronavirus Can Hurt Sales Unless You Prepare
  • How to Persuade A Millennial to Buy Your Product or Services
  • Winning The Hearts and Minds of Your Decision Maker
  • Gain The Buyer’s Commitment At Each Step In Your Sales Process
  • Customers CAN’T Get The Same Thing Cheaper

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