In a post for the Sales Hunter, Mark Hunter explains how salespeople destroy profits by not truly believing in their price. “Too many salespeople roll over and play dead when the customer even hints at not being willing to pay full-price,” he writes. He cites an example of a recent exchange between a customer and a salesperson where the salesperson — even before putting the offer on the table — told the customer they were going to give them a lower price. (See Sales: Here Are Some Myths) “As if offering a…
Research conducted by Marketing Sherpa has uncovered a drop in the size of the average B2B sales deal from 2010 to 2011.B2B sales will always be in a continual flux. Monitoring industry trends is part of the job. And the reported decline in deal sizes is certainly noteworthy from a sales perspective. Just consider the implications. Garrett Hollander of Sales Staff thinks that it could be indicative of companies’ willingness to drop prices and attempt to close more deals. Whatever the implications may be, Hollander believes that a more comprehensive sales pipeline…
In a post for the Sales Blog, S. Anthony Iannarino explains the reasoning behind “blowing up” a relationship to advance an opportunity.
In a post for the Customer Collective, Matt Smith offers a new (and in some ways, old) approach to managing lead gen processes in organizations.
Beyond the legal requirements some businesses have when it comes to protecting sensitive customer data, there is a moral question at-hand, too.
John Staples lists the most common reasons Key Account Management (KAM) programs fail.
In a post for Inbound Sales Network, Andrew Hunt offers some tips on how companies can improve their prospecting efforts.
In a recent post for Sales Benchmark Index, Vince Koehler runs through a few common themes that are often present in under-performing lead development efforts.