Saturday, December 15, 2012

 

Eight reasons you might be losing sales

Author provides 8 reasons you might be losing sales. I recently did a presentation on an IFDA/Technomic study about operator perspectives on sales people and some of the reasons in this article resonate loudly.

Read the entire article:
SalesDog.com | Free Resources for Sales Professionals

# posted by Kevin Warrene @ 6:14 AM 0 comments
 

Higher Education - Sales 101

This article does a great job of identifying three skills needed in the B2B selling world. We need to train to these skill sets.

1. The first skill is understanding and leveraging politics and influence within your customer accounts.

2. A second advanced selling capability is business and financial acumen.

3. The third selling capability is deployment of military-like competitive selling strategies and tactics.

Read the entire article here:
Higher Education | SalesAndMarketing.com

# posted by Kevin Warrene @ 6:08 AM 0 comments
 

Questions to Qualify Prospects

You have to be able to ask effective, thought-provoking and open-ended questions to engage your prospect.

Questions to Qualify Prospects | Sales Management Digest 2012-12-11 | SellingPower

# posted by Kevin Warrene @ 5:49 AM 0 comments