Five Steps to a Successful Sales Meeting

Five Steps to a Successful Sales Meeting

You finally got the meeting!    Now what? It’s hard to get a meeting with a prospect, especially under favorable conditions. Even more difficult is holding a meaningful conversation that leads to a second meeting. According to CSO Insights, 53 percent of sales organizations report fewer than half of first meetings ever turn into second meetings. That means you are constantly in the cold market.…

Beyond Solution Selling

At a time when organizations seek to sell ever more complex products, services and solutions, B2B customers/clients are buying differently. They display more reluctance and exert more care in decision making than ever before. In reality, customers/clients today are rewriting their purchasing processes to uncover best solutions at a lower cost. They research information in advance arming themselves with more knowledge about various solutions…

Offer Something More

This month in the Harvard Business Review, James C. Anderson, James A. Narus and Marc Wouters wrote an excellent article called “Tie Breaker Selling.” With today’s new hypercompetitive B2B selling environment, customers/clients are better informed and up against fierce competition in every business sector. AS a result, the ability to differentiate is much harder now. If your product isn’t strategic to the business, prospects…

It’s Not What You Sell, But How You Sell It

Solution selling was built on the notion that we do our research on the prospect. We work to understand what keeps him up at night. We ask smart questions. Then, if the stars are all aligned, he will see the light and know our product/service is his best and right solution. Well, let’s step back for a moment.  First, as I discuss in MERGE,…

The CEO’s Anchor – Control of the Sales Process

“Valued Shareholders, I regret to inform you that 2013 sales and profits will not match the forecasted or expected results.” Statements like this keep CEOs up at night quarter to quarter. Ironically, many CEOs who are otherwise experts on their income and balance sheet, often blindly accept sales and revenue forecasts from their sales executives. When those forecasts don’t live up to reality, it…

The Commodity Trap― Nothing Tender About It

Why do so many once-unique products or services become commodities? Think smartphones, bottled water, flat screen televisions, even insurance, or 401(k) plans―because everyone begins to replicate an outstanding feature, what made the product or service unique in the first place. Before you know it, the value proposition evaporates, and sales depend on best price. The commodity market. Professor John Quelch of Harvard Business School…

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