It’s the beginning of October, so we’re only three months away from 2013. Businesses are finalizing budgets for next year—are you in their budget? Your activity over these next few months can set you up to have an amazing year. Isn’t it better to be proactive instead of reactive? The ball is in your court, so make it happen. Below are a […]
Sales success is not achieved by accident, but rather by carefully planned strategies and the avoidance of common sales pitfalls, according to a new white paper authored by Amy Fox, President and CEO of Accelerated Business Results (ABR), a leading corporate training and custom e-learning firm. The white paper, “12 Sales Pitfalls & How Today’s Most Profitable Salespeople Avoid Them,” is available for download on the ABR website.
Value. What does that mean to the buyer? One way value is defined in the dictionary is “the worth of something in terms of the amount and quality of other things for which it can be exchanged.” The value of your service or product is often measurable and easily demonstrated up front. However, the “perceived” value will many times only be experienced by your follow-up and your willingness to go the extra mile and add value.
What does achievement mean to you? In my career, the definition has morphed many times. Given today’s ever-changing and volatile business environment, it is important to regularly examine how we are defining achievement in sales and ensure that we are aligned to support our goals and our company’s goals.
Sales can be brutal. Admit it—have you ever felt like you’ve just been trampled after a sales call? Or wished that you had just run a marathon (twice!) rather than conduct a grueling first appointment with that tough-nut-to-crack company? And sometimes even the most basic responsibilities in business development may seem way too time-consuming, tedious, or even trivial.
Have you ever invested so much of yourself in an opportunity only to feel totally deflated when you learned you didn’t get the business? If you’re in sales, I’m sure you’ve been there. How do you recover from these situations so that it doesn’t get in the way of securing future business? Those of us in sales recognize the importance of high activity and a robust funnel, and “on to the next” is a regular state of mind for many. However, it’s still important to take a moment to learn not only from our wins but also from our losses.
Video Blog: Amy Fox shares five fresh ideas to help you strategize as you wrap up 2010 and prepare for the new year.
This week as I spent time with many veteran sales professionals (with 15-30 years of sales experience) at a sales workshop, I was reminded of how important a thorough needs analysis is to a healthy and prosperous relationship; especially the criticality of understanding your customers’ personal needs, and not just with new relationships.
I wrote the article “How to Sell High-Tech Solutions” several years ago to help sales professionals understand how to more effectively sell their technology solutions to mainstream customers. Lots of folks responded and acknowledged how difficult it is to keep it simple and keep customers engaged. While customers usually have a genuine interest in and need for the companies they investigate, more often than not their sales experience ends up being a frustrating and confusing one.
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Also tagged customers, sales
How ABR helped Simplexity develop a customer interaction strategy and provided recommendations for specific training interventions and performance opportunities.
How ABR developed an accessible, easy-to-use Sales Success Center for Bright House Networks.