Archive for sales SmartBlogs
Startups and small companies are the core of our entrepreneurial market. In selling to and working with these companies for over 30 years, I sometimes see these firms focus too much on the unique features of their product or service instead of the competitors in their market.
To really succeed and break away from the pack, it is critical for entrepreneurs to clearly understand the problems that their solution is targeted to fix.[…] Continue Reading »
What’s the most important skill for a salesperson? Some sales managers say it’s negotiating, and some think it’s closing. However, some of the most successful managers say it’s the ability to seek information that can help the salesperson create an on-target proposal.
Regrettably, many salespeople are more focused on trotting out a product’s features and benefits than they are on learning what a customer is thinking.[…] Continue Reading »
Andrew Sobel is published widely on client loyalty and capabilities required to build trusted business relationships, including his first book, the best-selling “Clients for Life.” In addition to “Power Questions,” his other books include “Making Rain” and the award-winning “All for One: 10 Strategies for Building Trusted Client Partnerships.” Sobel has more than 30 years of experience as a senior-management consultant, an executive educator and a coach.[…] Continue Reading »
Most sales increase revenue in drips and drabs. Other sales, however, are transformative: The customer buys the company’s full range of services rather than a niche offering; signs a multiyear contract for products and their maintenance; the customer makes the company a preferred vendor or, better yet, a sole service provider.
The CEO has better things to do than get involved in the chief sales officer’s job.[…] Continue Reading »