These rules may sound basic, but even seasoned sales pros sometimes need a refresher. Make sure you’ve mastered the process. A number of the many emails I receive each week are requesting basic “how to sell” information, especially for business-to-business sales.
READ NOWThis article, published in Selling Power, is based on a conversation with Bill Stinnett, founder and president of Sales Excellence and author of Think Like Your Customer (McGraw-Hill, 2004) and Selling Results! (McGraw Hill, 2007).
READ NOWAS the business climate improves, the natural inclination of executives everywhere will be to increase their marketing budgets to try to attract new clients. That idea makes perfect sense, of course.
READ NOWWhy do some application software projects fail? Did you know that the business applications software market is a $70 billion industry? If you’re in the process of selecting or implementing an enterprise software solution for your company, you probably don’t need to be reminded of that.
READ NOWIs your current sales prospect in your current pipeline “moving” or “stopped”? It’s really easy to tell the difference. Take a look at your day planner, or personal digital assistant (PDA), or whatever you use to schedule appointments.
READ NOWOne of the biggest challenges for marketing is creating cooperative teamwork between marketing and other departments, especially in the traditionally uneasy partnership with Sales.
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