sales strategy

Selling From A Different Direction

Are there times when you’d do better approaching sales from the other direction. Times when the prospect doesn’t seem to be listening, even though your value proposition should be exciting. Times when the customer won’t even think about something new. There’s an interesting story from way back which ranks at the top of sales manager [...]

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How to Define Your Sales Problem

Sales Strategies and Tactics

Do you think you have a sales problem? If so you’re in good company. And you’re also wrong. You don’t have a sales problem. You have a strategy problem. The assumptions you made about market, and customers, and your operations don’t fit with reality. Rework the strategy, based on fact rather than assumptions, to solve [...]

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A New Perspective on Social Media?

Internet Enabled Business

Our social media sales strategy deliberations moved on considerably today, and then hit another wall of confusion. We spent the morning talking about our experiences using networks to reach and influence people. That reinforced our conviction. We’d been asked to talk to friends who manage a golf club. They’d heard some of the stories about [...]

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Sales Strategy for Handling Price Objections

Sales Manager

Does your sales strategy include the use of price as a strategic tool for helping control conversations with customers and closing deals? And I don’t mean using discount to win deals! The critical success factor for most businesses is price integrity. Maximise your prices and a healthy bottom line just naturally follows. The reverse is [...]

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Content Consumers The Silent Market

Sales Strategies and Tactics

Image via CrunchBase Our efforts at developing a social media sales strategy are progressing at snails pace but we have decided on the role of content and the tools we’ll use. First off we put a lot of effort into deciding whether we needed to be involved at all. The conclusion was we couldn’t afford [...]

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Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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Our Sales Strategy for Social Media – So Far

Sales Strategies and Tactics

Our business needs a sales strategy for social media. We decided yesterday. Now the hard work of defining what that strategy should be. Which media should we use for what content, and or engagement, and how often. Should we publish, or monitor and converse? Should we be proactive or reactive? How much time should we [...]

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Yes We Do Need a Social Media Sales Strategy

Internet Enabled Business

Image via CrunchBase We definitely need a strategy for social media based selling. Like it or loathe it, the new paradigm is here to stay. We’ll either take advantage of its opportunities, or suffer its threats. But exploiting social media for selling isn’t simple. We’ve spent the last two years trying to understand where, and [...]

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Find Deals You Can Close, Focus on Those in the 4th Quarter

Sales Manager

Strategy for Sales and sales management is never more important than at the beginning of the 4th quarter. This is when the tough get going. With just 3 months left until the clock goes back to zero, now is when we win a reputation, and build our bonus. Everybody with an interest in revenue and profit [...]

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