Brett Wallace, sales leader of new business at Forrester Research, says that the basics begin with the sales process where good salespeople focus on attention, interest, decision and action. After that, it’s all about how you spend your time, getting the attention of executives, building vision ...
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Brian Hartlen, vice president of marketing at Varicent Software, says gut feelings are no longer a substitute for solid facts. He explains the difference between sales performance management, incentive compensation management and performance analytics.
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Julie Thomas, CEO of ValueVision Associates and author of “Value Selling,” explains what it means to sell on value, not price. Thomas says salespeople need to understand what each customer considers a "good value" so they can play back their solution in that context.
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Michael Scher, founder and president of Frontline Selling, discusses the differences between demand generation and lead generation in high ticket industries. One of the challenges is that high ticket items usually require a senior executive to sign off—and those executives are not always readily...
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What is the secret to engaging high level executives? Just ask! Michael Scher, founder and president of Frontline Selling, explains that many salespeople don’t start at the right level and don’t ask the right questions. Remember that many people want a piece of the executive’s time, so use multi...
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Brett Wallace, the director of new business at Forrester Research, outlines the keys to success in sales: keeping a tight daily schedule, eliminating distractions, and finding balance in your life.
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Simon Frewer, Senior Engagement Manager of SEC Solutions, explains the results of a huge study his company did on what does and doesn’t work in sales. One important thing to do is not to just study your top performers, but to understand what it is they do differently the bottom performers—there ...
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In tough times, your number one focus should be to look at your existing customers first. Howard Stevens, CEO of HR Chally, says that those customers are already predisposed to buying more from you. Be confident, be aggressive, and most of all, bring additional value and service to your customer...
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Paul Staelin, VP of sales and operations at Birst, explains how he manages a high performances sales team effectively during a downturn. He says that the best tool in a manager’s toolbox is visibility—you have to be there to see what’s really going on among your team members. Then, using analyti...
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Kim Orumchian, founder and CEO of Right90, says that during these slow times, he’s seeing many companies do a “bottom-up scrubbing” of their sales pipeline. They want to make sure that what they have there is real and that their forecasts are accurate. They are realizing that long term plans hav...
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Julie Thomas, CEO of ValueVision Associates, says the first step to accelerating business performance is diagnosing the problem. In many cases, organizations are not winning enough business, not having enough business in the pipeline or creating deals that are too small.
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