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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.

>>> learn more

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The Numbers Don’t Lie: A Business Case for Customer Experience

“By 2020 customer experience will overtake prices and product as the key brand differentiator” according to the Customers 2020 report. Developing a branded customer experience that enhances the perceived value of doing business with your company is critical to customer loyalty. Check out the infographic and see that “The Numbers Don’t Lie.” learn more

The Power Shift: Customers Are in Control Like Never Before

Customer experience will overtake price and product as the key brand differentiator. Retail brands must provide enhanced value with a differentiated customer experience. But how? Learn more. learn more

Prosper or Just Survive? Building Resilience Capability (Leadership Insights Series)

We live in challenging times, with change all around us. How resilient is your organization with leading and working in these challenging times? For organizations to grow, they must be resilient. Leaders must not only help their employees build resiliency, but also grow their own resiliency. Discover a three-step process for leading in times of change. learn more

Sales Differentiation Through Enhancing the Value

A recent conversation with a VP of Sales highlighted the frustrations of many sales professionals in this weak economy. "How do we gain the attention of customers when they are being flooded with calls from so many sales reps?" he asked. "How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?" learn more

Sales Leadership: 2 Key Actions That Increase Sales Performance

It happens all the time: The top salesperson gets promoted to sales manager. The organization soon discovers, however, that the skills and perspectives that made this person a top salesperson are not contributing to success as a sales manager, and may in fact be detrimental to the sales role. learn more

Sales Methodology as the Force Multiplier: Taking Salespeople Where They Need to Go

Sales methodology is about the human behind the sales persona and, when executed well, quickly becomes a force multiplier. In this article, we'll explore sales methodology from the salesperson's point of view, and see how an effective sales methodology can help salespeople define and execute sales strategy in order to build a healthy pipeline and improve win rates. learn more

Sales Versatility in the Pharma Industry: Connecting with Customers Every Time

As a sales leader, you also may have noticed how much easier it is for salespeople to connect with some physicians than others. Sometimes the same approach that was successful in one case was completely ineffective in another. And some established relationships end up being downright difficult — fraught with tension and frequent communications issues and misunderstandings for reasons that are hard to understand. learn more

The Secret of Sales Enablement: Bridging the Gap Between Sales Strategy and Execution

A compelling conversation under the title “Sales Enablement” is unfolding among thought leaders in sales and marketing. The initial emphasis on sales enablement grew out of what Harvard Business Review calls “the notoriously fraught relationship between sales and marketing.” As companies sought solutions to better align sales and marketing to drive better revenue results, people started to talk about how other functions could and should also be better approached and aligned in order to enable sales. Yet, as with any exciting evolution, there is a lot of buzz but not necessarily a great deal of clarity as to what it means. So what exactly is sales enablement, why does it matter to your business, and what are the keys to doing it well? learn more

Selling to Multiple Decision-Makers: Warning: Major Delay Ahead!

More than 85 percent of sales opportunities involve multiple decision-makers, most salespeople are ill-prepared to sell to decision-making teams. The ability to effectively deal with multiple decision-makers can mean the difference between success and failure in your sales numbers. Read how the key to success involves mastering three sales skills. learn more

Selling to Value: The Art and Science of Discovery

94% of executives surveyed indicate they want salespeople to engage them in a business impact discussion, yet only 19% of salespeople are effective in this regard. Customers increasingly expect selling organizations to use and sell to value. Read how sales organizations can drive greater results by developing an approach to selling that aligns your offering to the business value it creates for your customers. learn more

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