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Sales Articles & Whitepapers

Selling Virtually: Everything Has Changed, Yet Nothing Has Changed

Selling Virtually

As salespeople continue to adapt to the current environment, it's easy to think, "everything has changed." While this may seem true, what hasn't changed are the rock-solid principles of the Counselor Approach to selling. In this article, we'll examine how success for your organization comes from recognizing what has changed and what has not.

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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

Influence Strategies That Win: Steer the Buying Process and Players to Outmaneuver the Competition

Salespeople are told they should “call high, wide, and deep”—and really focus on the C-suite. But is that always the best approach? With buying processes becoming increasingly complex, we’ve provided insight into the 3 steps needed to shape buying decisions. Read this article to arm your sales team with the information required in order to deploy the influence strategies needed to win. learn more

Integrated Sales Leadership Development Approach: Managing the Process, Leading the People (Point of View Paper)

Many of the perspectives and skills a salesperson acquires in developing an effective sales approach are inconsistent with the perspectives, skills, and environment of a sales manager. The accompanying table shows some of the major differences. learn more

Is Your Customer Base at Risk? Protecting Your Existing Business in Tough Times

In a challenging economic climate, you may be finding that prospective customers are strongly focused on down-sizing and cost cutting rather than on expanding their business or acquiring the latest new product features. Companies that may have been in growth mode last year are putting projects on hold, reducing capital budgets, and paying renewed attention to cash management. learn more

Is Your Customer Experience Inhospitable? Increasing Guest Loyalty by Exceeding Guest Expectations

Customer experience will overtake price and product as the key brand differentiator. A consistent customer experience is critical where every member of the hospitality organization own a piece of the customer experience. But how? Learn more. learn more

Leading for Sales Performance: Can Your Sales Managers Answer These 5 Critical Questions?

Would you ask the best violinist in the orchestra to take over conducting without any preparation to be a conductor? Probably not. And if you did, you wouldn't have very high expectations for the orchestra's performance. Yet this is exactly what most organizations do. They promote high-performing salespeople into management roles without preparing them to be confident and competent in the critical areas of coaching, motivating, and developing their people. learn more

Master Versatility to Drive Sales Results: Applying Social Styles to Gain Access, Increase Close Rates, and Protect Your Customer Base

As a sales leader, you probably debrief sales calls, review sales campaigns, analyze prospecting activity, and ride along on certain customer calls to observe or assist. No doubt you have noticed that each salesperson has some customers and prospects that they easily connect with, and others that they don't. learn more

Negotiation: The New Customer Standard: 5 Strategies for Sales Negotiations

The traditional “us vs. them” approach to negotiating has passed. Today's sophisticated buyers want sophisticated selling. Your future clients demand collaborative conversations, fair outcomes, and a process that ensures their needs and interests are met. To meet this new standard, your salespeople must possess the confidence and the negotiation skills to succeed. How prepared is your team? learn more

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

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