Archives posted in: Selling
When it comes to personal selling, the 21st century sales representative is a different animal from the 20th century version. The 21st century salesman is a professional consultant who should be far more interested in establishing a long-term relationship with the customer based on giving the customer advice on how best to buy. Because the sales rep. is so crucial to the success of the firm, it is mandatory that she or he be properly motivated.
More The year 2012 is ending with a number of key happenings that are changing the face of strategic marketing. Jim’s take on At&T, H-P, McDonalds, and Hostess
More As Mark Hurd, co-president of Oracle re-emerges on the public stage, we see him once again focusing on the sales force. Within Oracle’s sales force, he has changed job descriptions, reporting structures, compensation plans, staff size, and corporate routines in a stated effort to improve revenue and profits. But what principles guide his sales-force design? Is he a sales-force master architect or a tinkerer that will destroy Oracle’s revenue?
More When I think about time management (an important issue for salespeople) I often find myself thinking about Albert Einstein. When I think about Einstein, I often find myself thinking about Sir Isaac Newton too. They were both brilliant scientists, but now you may be thinking, what do either of them have to do with sales? It turns out that you can apply much of what Einstein and Newton theorized to the science and engineering of selling. Read how.
More Is the next level in sales where the true sales athlete are able to transfer the contagion of their strong belief and passion in what they are selling to their customer; so much so that like a fallen tree in a raging river the customer will be compelled to move along with them?
More Are core values, and the company culture they support, the most important ingredient in achieving predictability and consistency in the sales actions that bring about the sales results we want.
More Over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. Read to avoid their destructive impact.
More Is pricing out of touch with the market? Are salespeople frittering away profits? Are these two groups really at war with each other? Or, are they aiming for the same goal but language differences are preventing proper teamwork? Let’s review SPIN Selling from a pricing perspective.
More How should salespeople sell? Yes, they need to be well groomed (presentable), have a good people skills and a tough skin, and have an orientation towards action and winning. But assuming they have these basic skills, what specifically should they do?
More Prices are too high for our customers. Sales is giving away our product. We have heard these claims. Many times. These arguing points between the professionals who manage customers and those who manage prices have been fought over for aeons. Yet which group is right?
To address the issue of pricing and account management, let us leverage the research by Miller and Heiman into the creation of thought leadership in pricing.