‘Insights Selling’ Could Triple Your Sales Success Says New Book
Are Sellers Adding Value? Most buyers say ‘NO.’ The results of research with buyers shows that interactions with salespeople are falling short of what is expected. In particular they are failing to offer new ideas and insights that really help the customer to buy. A new book by the Rain Group (called Insight […]
A powerful technique you can employ in your next sales team meeting. Do you want to focus attention on the issue of sales activity and effectiveness among your team? Well here is a very powerful exercise you can apply at your next sales team meeting. It will enable you to get a consensus […]
How You Can Become More Strategically Important To Your Customers
You don’t just want to be seen as ‘simply another supplier’. You want to matter – to be seen as ‘strategic’. In so doing you want to stand apart from your competitors and to compete on the basis other than lowest price.
But just how important are you really to your customers? More important still how can you get your customers to see you as a strategic supplier to their business.
The rise of the ‘A-word’ in modern buying is causing alarm among sellers. The word is of course Auctions, or to be more precise Reverse Auctions. In this insight we will examine the rise in reverse auctions and assess the implications for your business. The ‘A-Word’ In Selling Some people get excited about the rise […]
In many sectors there is a decline in collaboration between buyers and suppliers in advance of the purchase order. Yet, some industries clearly believe that getting suppliers and procurement involved earlier saves both time and money. In this insight we examine if earlier is really better. Sellers everywhere have noticed a clear trend with regard […]