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Special Rerelease: How to Sell to Value
in the New Sales Environment (e-Book)

Special Rerelease: How to <i>Sell to Value</i> <br/>in the New Sales Environment

Do your salespeople know how to determine value for each customer opportunity? As many organizations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well.

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Don't be Blindsided by the Competition: Know What the Customer Really Values

The salesperson in this example was sure he knew what the printing manager was looking for—she frequently told him how much she prized his company's quality, reliability and service. What he didn't know was that the buying committee included several finance people and a key user who were very concerned about price, rather than all the extra service the salesperson emphasized in his proposal. learn more

Don't Leave Good Business on the Table: 5 Negotiation Strategies for Win-Win Sales

Everyone wants to make the sale in this challenging economy, and it's hard to resist the temptation to cut the margin, reduce the price, or give away "value adds" the customer really should pay for. Of course, everyone is being squeezed. Customers are pressured to control costs and limit spending, and salespeople feel they are forced to compete on price. learn more

Earning Trusted Advisor Status—and Benefits

A trusted advisor is a coveted position that provides greater business value to customers and to selling organizations. Achieving it means going beyond what is necessary and expected and taking the time to ensure you are advancing the customer’s business, every time. In this article, we'll explore the three key principles that point the way to becoming a trusted advisor. learn more

Employee Engagement: The Leader's Role (Point of View Paper)

We've all heard about organizations with great strategies that somehow fail to execute in the marketplace. We also know of organizations that have long-term, highly satisfied customers who, for some mysterious reason, stop buying. learn more

Engagement Starts with Your Leaders: Create a Culture of High Energy and Commitment Through the 4 Levels of Leadership

The dilemma for many leaders is that employees have been through—and continue to go through—so much change and upheaval that they are questioning whether they have the energy to engage in helping to drive the organization forward. To be successful, it’s imperative that leaders create a culture of new energy and excitement—engagement—within the organization. learn more

Executive Calling: The Wisdom Behind Calling Higher

94% of executives say that it is important that salespeople engage executives in a business impact discussion. Yet, only 19% of them say that salespeople do that effectively. Gain insights to help your salespeople engage decision makers more credibly. learn more

Executive Leadership's Dual Role: Evolving the Future + Honoring the Past: An interview with Tom Roth, COO, Wilson Learning Worldwide

Executive leadership has two roles: evolving the future and honoring the past. The new interview with Tom Roth, COO at Wilson Learning Worldwide, provides insights for today’s executive leader as they balance promoting change that moves the organization forward while protecting and holding on to the enduring tenets of the organization, such as the mission, values, and culture. learn more

From Solution Selling to Business Consulting: Developing Sales Skills for Competitive Advantage

In today's economy, sales leaders face a dilemma: Customers still able to invest in new solutions are also demanding discounts and other concessions. At the same time, selling organizations are under great pressure to deliver both sales numbers and profitability to meet their own company's expectations. learn more

Getting Back in the Game: Strategic Selling Skills to Find Hidden Opportunities in Your Current Accounts

What growth strategy is your sales organization pursuing as the economy begins to show signs of recovery? As the business climate improves, so do the opportunities for shifting from survival to growth mode. learn more

Getting Back to Growth Mode: Tips to Re-Engage Your Workforce

Things are looking up. Businesses are starting to grow again, and new opportunities are cropping up slowly but surely. Many companies are adding staff carefully, building the resources necessary to manage this new activity. New business calls for organizations to change their approach and their attitudes around engagement. learn more

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