Strategic Selling
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Tired of hearing this from your prospects? In this issue of the Idea Club, we tackle one of the toughest challenges you're facing--clients who have no plans to hire. So what can you do to create more opportunities to sell your services? |
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Want to increase your mark-ups and sell more high margin solutions? This article will show you six ways to do it. next year. |
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Stop overspending on customer acquisition and underspending on customer retention! Did you know that companies are more likely to allocate 6 times as much to the expense of generating new customers than they do to the much less expensive process of trying to retain their customers. This article offers ideas on how to stop losing customers to your competitors. |
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If you want to get your business out of the commodity game, and into delivering higher margin, value-added solutions, you must find the people with the problems that need solving. Your sales people have to get past the gatekeepers and order placers and on to the people who can most benefit from your services. But are they? Are your sales people successful at calling on decision-makers? And once they reach them, do your sales people know what to say? Unfortunately, all too often the answer to these questions is "no." Many sales people (especially less experienced ones) are reluctant to call on decision-makers. Either due to fear or inexperience they avoid the decision-makers and instead spend their time with the order placers-who ironically are the people that are often hardest to sell! |
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Hear that sound? It's a problem happening-a process breaking, a missed deadline, an unexpected absence in your client's office. They need help, now! But, who will they call? Follow these steps to make sure the call you...and not the last vendor to knock on their door |
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What do you sell to a bleeding man? You sell bandages! What do your customers really need most right now? They need sales. And in the absence of new business, they need to maximize the profitability of their existing business. While reducing prices is one way to help, it's really not the best one—for you or your clients. |
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Sales Tactics
How do you get to real decision-makers? How do you get past national contracts? Discover practical solutions to these and many other sales challenges.
Sales Management
Practical tips and ideas to inspire your sales team and drive exceptional levels of performance.
Positioning for Growth
Creative ideas to get out of the commodity game and beating the competition.
Strategic Selling
Advanced techniques for growing your business by taking a more strategic approach to the sales process.