Sales

How To Overcome B2B Price Objections

Bar none, the biggest objection a customer ever raises is price. Often they don’t comprehend the value of your solution, therefore concluding that the number you’ve quoted is completely arbitrary, maybe even greed-based. It’s true that today’s customers exist in a climate of global competition; they know how to “Google it,” etc. But information isn’t always knowledge, so they’re not…

Plan and Prepare For Your Sales Call

Research shows that salespeople will never reach their performance potential without a well-defined sales-call procedure that they can follow and learn from. “Winging it” on sales calls has grim consequences – lost sales, extended sell cycles, margin erosion and no clear path to improvement. Bottom line: Your entire sales career can be mediocre if you “wing it.” Performance improves by…

6 Tips to Retain Your Top Sales Talent

In business, there’s an expression: To have and to hold, from this day forward. … Oh, wait, that’s a marriage vow. And even then it doesn’t bind. Here in the sales-verse, people coming and going like serial monogamists can sting your bottom line: Onboarding new hires is costly and time-consuming. Organizations must pay to find and vet potential new hires;…

Why Your Sales Forecast Is Off

Sales forecasting is commonplace among sales managers, despite the fact that it’s a ridiculously difficult undertaking and the further fact that forecasting accurately is nearly impossible. It’s typical to end up with forecasted numbers that miss the mark by a sizable margin. Sales managers often find themselves in a familiar situation: running around in a postmortem panic over why their…

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