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January 6, 2019 - Quenching Your Customer’s Thirst for Value

Quenching Your Customer’s Thirst for Value

Selling water to a thirsty person should be easy, right? Not so fast. Salespeople often miss the big opportunity because they fail to expand the conversation beyond making the simple sale. Many times customers need more than a simple answer to an immediate problem—they need a way out of the desert.

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January 31, 2014 - Harvard PON - Top 10 Negotiation Failures

By Michael Leimbach and Anthony Pacifico

Harvard Law School’s Harvard Program on Negotiation recently came out with their list of Top 10 Negotiation Failures for 2013. What can this list of Top 10 Negotiation Failures tell us about the value of Principled Negotiation and Wilson Learning’s NTY program? learn more

September 25, 2013 - Hot Pursuit of a Win Can Backfire

By David Yesford

Salespeople love to win, but hate to lose. And sales management applauds this drive, and wants to help salespeople win, but win the right business. The key is, the hot pursuit of a win can backfire if salespeople are going after deals that aren’t profitable. learn more

April 25, 2013 - Are your sales managers adding value?

By Michael Leimbach

Multiple studies have shown that effective sales management has a significant impact on sales results. Yet despite this, most organizations still find their sales managers among the ranks of top sales performers and promote them to a leadership role without training them on how to add value to sales performance. learn more

January 10, 2013 - Choreographing the Competitive Dance: Planning moves in a competitive environment

By David Yesford

To choreograph the competitive dance that happens in every selling situation, you first need to understand why people are out on the dance floor in the first place. That sits squarely in understanding what the customer values. learn more

November 12, 2012 - Rumors of the death of consultative selling are premature.

By Michael Leimbach

If you have been following sales training articles and blogs recently, you would think that the role of salesperson as consultant and trusted advisor is dead. These articles suggest that the ideal salesperson acts as if customers are wrong about their "real" problems and challenges customers about their knowledge and assumptions. learn more

September 24, 2012 - Are your customers buying differently? You bet.

By Michael Leimbach

New technology is changing the buying process. In the past, customers had little information about providers available to them and it was difficult to make direct product comparisons. Today, customers have multiple resources with which to identify, screen, and select vendors without contacting them and often reject sellers before the seller even knows they have been screened out. In fact, an American Marketing Association report indicates that 80% of customers find sellers before sellers find the customer. This is a significant change in how buyers buy and requires an equally significant change in how sellers sell. learn more

March 5, 2012 - How to Get Salespeople to Call Higher: Tips for Success

By Ken Valla

Over the years I’ve heard from many sales leaders who have been frustrated by efforts to get their salespeople to call wider and higher in their accounts. Although we all have a strong belief that there are opportunities outside the safe "green zone" of familiar contacts, many salespeople are particularly intimidated by trying to get appointments with executives. learn more

November 4, 2011 - To Differentiate, Leverage Your Customer's View of Fair Value

By Ken Valla

I hear a lot of questions these days about how to differentiate in a weak but highly competitive market. The challenge affects clients from both ends of the spectrum—those selling premium high-end solutions with high costs, and those whose solutions are regarded as commodities. learn more

October 11, 2011 - Protect and Retain Your Strategic Accounts by Aligning Organizations

By Peter Krammer

Nothing is quite as profitable and rewarding for a supplier as a strategic account. There is a myth embraced by far too many organizations that the health of this type of relationship is the province of the sales department. Let’s challenge our thinking on that. learn more

April 1, 2011 - Q: Hire salespeople and train them to be scientists or hire scientists and train to be salespeople?

By Carl Eidson

A few days ago I posted this question on a LinkedIn discussion group focused on sales effectiveness in the chemical industry, a market segment that employs many scientists and technical experts as part of the sales force. While this discussion was focused on sales in the chemical industry, the same issues apply across many industries including laboratory equipment, high tech systems, aerospace, alternative energy, and more. learn more

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