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Selling Benefits Or Features ? Stop. (How To) Sell Value Instead 27 Jun 2013 | 08:17 pm
Stop selling features. Start selling benefits. Once upon a time, that was solid advice. The idea was that what buyers were really interested in was the (positive) result you could get them – not the b...
How To Close A Sale: What Sales Winners Do Differently 21 Jun 2013 | 12:48 pm
If you’ve ever wondered how to close a sale, but then lost out to a competitor, you’ve pondered this question. “What did they have (that I didn’t)” ? As it turns out, it’s not so much about what they ...
Sales Best Practices: Use Video To Build Prospect Relationships 13 Jun 2013 | 12:09 pm
With 60–80% of the buying process now happening before buyers ever meet with a salesperson, and e-mail open rates plummeting, finding new sales best practices can mean the difference between the short...
Selling To The C-Suite ? 5 Questions To Ask Before The Meeting 30 May 2013 | 12:33 pm
As a former management consultant, corporate executive and entrepreneur, I’ve sat in on more meetings with senior executives than I care to remember. Most went OK. Some were great. And some went horri...
3 Steps To Success With Social Selling 15 May 2013 | 12:31 pm
“Does social selling really work ?”. An impossible question to answer. Because the right question to ask isn’t if it works, but how it works. I rely heavily on using social selling strategies in my ow...
How to get more referrals (after you won the sale) 10 May 2013 | 12:06 pm
How does winning the first sale impact your chances of winning another (and another) ? Most of us don’t spend enough time thinking about things like a client’s Life Time Value (LTV) – meaning we compl...
Collaborate & Educate: Two Steps To Winning The Complex Sale 7 May 2013 | 03:10 pm
A large part of what separates winners from the runners-up when it comes to winning (more) deals is their ability to collaborate with buyers and help them see something new – and experience an “a-ha m...
Overcoming The Status Quo. How To Stop Losing To “Doing Nothing” 3 May 2013 | 03:15 pm
What’s the biggest reason you are not making more sales ? It’s not the quality of your work. It’s not your competitors. It’s not even those pesky prospects who refuse to buy from you. It’s why they re...
The 3 Levels of Sales Success 2 May 2013 | 12:30 pm
Which 3 levels of sales success do you need to cover to win the complex sale today ? In Part 2 of this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group’s latest re...
What Sales Winners Do Differently 30 Apr 2013 | 02:19 pm
What is the difference between those who win the sale, and those who come in second place ? In this Coaching Masters Series interview with John Doerr, we sit down and discuss RAIN Group’s latest resea...
