Sales Excellence Blog

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Sales Excellence Blog

How Do You Learn to Think Like Your Customer? (Video Included)

Author:

Bill Stinnett

How do you learn to think more like your customer? This concept is the underpinning of the basics we teach throughout our methodology and all of the courses we offer. The more we think like our customers, the better we understand the psychology of why and how our customers buy.

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Qualifying Questions

Author:

Bill Stinnett

The process of qualifying sales opportunities requires a huge amount of fact-finding. Some of these facts can be obtained through research from sources outside the prospective client's company, but many of them will have to be gathered through the questions that you ask.

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Rethinking Your Annual Sales Meeting

Author:

Bill Stinnett

While sales executives are pressing their organizations to achieve year-end budgets, someone else in the organization is usually planning and creating an agenda for an annual sales meeting.

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Sales Presentations that "Hit Home"

Author:

Bill Stinnett

Have you ever spent all night – or what seemed like all night – putting the finishing touches on that perfect presentation?

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Is This Sales Opportunity Qualified?

Author:

Bill Stinnett

For many sales professionals the question, "Is this deal qualified?" is one they dread to hear. It comes from fellow sales people, from pre-sales and marketing types, from his or her own boss, and from their boss, and their boss, and their boss.

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Why Are Sales Forecasts So Unreliable?

Author:

Bill Stinnett

Ask any sales manager and they'll probably tell you that they would love to be able to forecast sales revenue more accurately. Many managers struggle with getting a true understanding of which deals are likely to close and which ones are simply wishful thinking.

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Presenting Outside the Box

Author:

Bill Stinnett

To many sales professionals, the words "sales presentation" have become synonymous with "slide show." While some are able to use a laptop and a projector to deliver a message that words alone could never convey, to many others the slide show has become a crutch that serves little more purpose than electronic queue cards.

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Understanding Your Customer’s Buying Process

Author:

Bill Stinnett

Many of the world’s best sales forces are the best because they have codified and developed a documented sales process. Having a map of the things we as salespeople have to do to make a sale provides a framework for sales planning and activity that reduces mistakes and shortens new hire ramp-up time.

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