Sunday , December 17 2017
Home / Lead Generation (page 3)

Lead Generation

SPIN Selling

The SPIN Selling process was developed following the careful observation of 35,000 sales calls carried out by experienced, professional sales experts. Here is an instant tutorial on SPIN Selling, and why the questions matter. Comment View comments (0) Let’s block ads! (Why?) SalesPOP!

Read More »

Advice for Brand New Sales Reps

Off the Cuff Instant Interview Question: What one piece of advice would you give a new sales rep just starting out today? Today, new sales people have access to a ton of training, documented case studies, information on best sales practices, and role-playing exercises on account planning, objection handling, dealing ...

Read More »

Building A Value-Creating Sales Force

If you want to rise above the noise, build a value-creating sales force. The other day I found myself leafing through a well-worn copy of Rethinking the Sales Force by John DeVincentis and Neil Rackham. In this book the two authors boldly challenged the traditional ideas of value and competitive ...

Read More »

The Right Way to Evolve and Use a Sales Process

The sales process is certainly a topic garnering a lot of discussion these days, yet organizations seem to be really struggling with them. Part of the reason is that salespeople fear that a sales process will remove their ability to be creative and artful. In actuality, a real sales process ...

Read More »

The Year’s Not Over! Still Time to Ignite Business!

Before their year end reviews, executive decision makers still have time to make things happen. They not only need to complete unfinished initiatives from their lists in order to get their bonuses and obtain great scores, but may also be seeking promotions and therefore showcasing themselves to management. Many decision ...

Read More »