stevensreeves

Sales Strategies and Tactics Explained in Stories

Sales Stories

Understanding sales strategies and tactics can be difficult, especially when you aren’t all that experienced in the world’s second oldest profession. So many of the concepts are counter-intuitive, the opposite of what you might expect. And there’s so much other contradictory comment published on what’s good practice, and what’s not. It’s all very confusing. That’s [...]

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Don’t Let Them Stop You Selling

Sales Stories

Sales people’s biggest challenge is the way everybody else tries to make them fail. Anybody with a couple of weeks in the job will recognise the paradox.  There are so many people who try to stop them selling. It doesn’t make sense of course. Surely, everybody wants sales people to succeed?  Well at least everybody [...]

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You Don’t Have To Like Them

Sales Stories

There’s no rule saying you have to like the people you sell to, but it helps a lot if they think you do. This sales story from the front line illustrates the point. A major oil company wanted to move from mainframe based accounting software to a package which could run on the cheaper, Unix [...]

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Is There Stratagem in Your Sales Strategy

Sales Strategies and Tactics

Is there a role for stratagem in your sales strategy?  There is, but probably not the one you might automatically consider.  The objective of stratagem in this concept isn’t laying a trap for your prospect.  It’s laying a trap for your competition. One of the Principles of Professional Selling is Never Mislead a Customer.  Fooling [...]

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What’s Your Sales Model

Sales Strategies and Tactics

What do we mean by Sales Model and why is it important?  And isn’t this all a little too intellectual?  Why are we wasting time talking about theory while, out there, people are spending money with somebody else? These are all good questions.  If you are the sort of sales professional who can sell anything [...]

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Android CRM and Account Management

CRM

Anybody looking to run a muti user CRM and Account Management app on their Android tablet should take a good look at Front Office Box.  It looks great, and works well, on a desk top or notebook computer, of course.  On the Android tablet it’s simply gorgeous, thanks to Rich Powell’s colours and layouts. When [...]

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The Difference Between Selling Product and Selling Solution

Sales Strategies and Tactics

Is there a diference between selling a product and selling a solution?  Over recent years all sorts of marketing and sales people have transformed their pitches.  Products were out, and solutions were in.  Great news. Something different to talk about, and an escape from the pressure on features and price. Customers liked it. There’s an [...]

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The Sales Prospects You Don’t Want

Sales Stories

  When is a sales prospect not a prospect? We just posted Making Lead Generation Make Sense at our other blog and it was syndicated at Customer Collective. That was nice, but even better, two sales and marketing professionals took the time to comment.They both made the same point. They didn’t agree with me :+( [...]

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Whats Different About Sales Management

Sales Manager

What’s the difference between a sales rep and a sales manager? And how can the successful sales person climb the corporate ladder, winning promotion to the next level? The answer is transitioning from Me to Us. For sales reps life is relatively simple – all about Me. It’s my target, my territory, my prospects, my [...]

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