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Posted under Sales
from http://thesalesblog.com 621 days ago

Tonight People Are Afraid is a post from: The Sales Blog | S. Anthony Iannarino Tonight people are afraid. In some places they are afraid for their lives. They are afraid for the lives of their families and loved ones. They are afraid for their communities. Their fear is very ...

Posted under Sales
from http://thesalesblog.com 621 days ago

Ten Mandatory Sales Disciplines is a post from: The Sales Blog | S. Anthony Iannarino Closing: The discipline of closing is the gaining of commitments. This is the first discipline because commitments are what allow you to create opportunities, create value, and win deals. This is the first discipline. Prospecting: ...

Posted under Sales
from http://thesalesblog.com 621 days ago

Social Is One to Many is a post from: The Sales Blog | S. Anthony Iannarino Social Media was once called Social Media Marketing because, when marketers grabbed hold of the tools, they recognized them as one to many. The battle over whether or not the tools are for community ...

Posted under Entrepreneurship
from http://www.forentrepreneurs.com 621 days ago

“Se você não pode medir algo, você não pode melhorá-lo.” – Lord Kelvin Este artigo é um guia abrangente e detalhado das principais métricas necessárias para entender e otimizar uma empresa de Software como serviço (SaaS). Ele conta com a ajuda de dois experts no assunto: Ron Gill, (CFO, NetSuite), ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you? Or where they are along their decision path – their steps from idea to consensus, from change to choice, that buyers ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees? I’d like to talk about what that means for me…and admittedly, I’m a hammer looking for a nail: I”ve written ...

Posted under Sales
from http://thesalesblog.com 637 days ago

A True Story About Arm’s Length Decision-Making is a post from: The Sales Blog | S. Anthony Iannarino Salespeople often get a bad rap, sometimes deservedly so. But some purchasing managers can hang with the worst of them. All the following events are true. The salesperson’s business is predominantly driven ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

Do you know why so many prospects that need your solution don’t buy? If ‘need’ were the only buying criteria, you’d be closing a lot more. First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

The buyer’s route to a purchase starts before they consider a solution. Idea stage. Fred has an idea that something needs to change. Fred discusses his idea with colleagues. Fred invites colleagues to meet and discuss the problem, bring ideas from online research, consider who to include, possible fixes, and ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

Buying decisions happen well before buyers consider your solution regardless of their need or the efficacy of your solution, marketing, or content. In fact, a purchase is the very last thing that occurs in a string of events buyers must handle as they seek to solve a business problem. One ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

Why does the sales model merely focus on placing solutions when it’s last step buyers take during the buying decision process? Would you ever jump up out of bed and say, “Geesh! I think I’ll just go out and buy a new car today! Maybe I’ll go to that dealership ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

I recently got this cold call: D: Hi. I’m David, with Keller Williams. I’m calling to inquire about your property. Are you still looking to sell your place? SD: Do you have a buyer for me? D: Possibly. How did you determine your sale price? SD: How do you know ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

Your solution is the last thing a buyer needs. Literally. The sales model is a solution placement model. It does a fine job assessing needs, pitching, presenting, and placing solutions. Yet we close no more than 7% of prospects from first call, spend huge amounts of money creating presentations, sites, ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since. The sales model was designed for a different time in history, when there were fewer decision makers and products could be easily described in a ...

Posted under Sales
from http://sharondrewmorgen.com/ 637 days ago

You’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others? The answer is you don’t know. Instead of ...

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