Have you noticed something has changed in sales? Everyone now talks about every sale being price sensitive – is this true or is it just sales people making excuses? Firstly, when I do account/opportunity reviews, I am still amazed how many sales people really cannot articulate their value proposition and show a clear line of […]
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Performance Through People
- Category Archives: Sales Process
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The New Buyer
May 19, 2010 – 10:19 amAlso posted in Customer Focus, Negotiation Tagged BATNA, business drivers, business issues, change, proposal, sales person, value proposition Comments Off on The New Buyer
Buying and Selling Cycles
May 7, 2010 – 3:37 pmSo what are buying and selling cycles and why are they important to sales people? Let’s start with the customer’s buying cycle. (Note please click slides for larger views). The buying cycle is the steps in the process that the customer has to work through starting with idea of doing something (an awareness of needs) […]
Also posted in Customer Focus Tagged business issues, customer commitment, proposal, sales competencies, sales person Comments Off on Buying and Selling Cycles
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