How To Create Value

The traditional role of the salesforce has been to communicate the value of the product or service they are is selling. This was a valuable service when the salesperson was the prospect’s primary source of information. Today, in the information age, the prospect is quite likely to know as much or more about what you’re…

Sales Calls to Avoid

Here are typical useless calls that too many salespeople make. (Typical prospect responses are in brackets and are usually intended to get rid of the salesperson.) 1.    The Post-Office Check-Up Call First the salesperson starts by checking on the post office: Hi, I’m just calling to see if you got the literature I sent. (“Yes…

Eight key characteristics of a high growth sales organization

Summary: There are tremendous pressures on the modern sales organization. Customers are becoming more powerful, more discerning and more demanding, and growth is an enduring theme in all vendor organizations big and small. The last ten years has witnessed more organizational and structural change in sales organizations than in the previous forty. Marketing is creeping…