SALES

Your Price Is Too High!

“ My prospective customer says we were not selected because our price was too high?  What do I do?”  This is a question many companies grapple with. It’s not unusual for potential clients to give price as their reason for not buying from you. So what should you do about it? Ian Altman, a Forbes…

SALES

12 Questions You Must Answer About Your Sales Process!

If you surveyed companies today and asked them if they follow an established and formal sales process, what do you think their answer would be? Those who can answer yes are well in the minority. The Objective Management Group (OMG), a sales development company, compiled statistics that show 91% of the more than 500,000 salespeople…

SALES

What is Sales 2.0? (Or Possibly 3.0?)

I have decided to update/repost my blog on Sales 2.0.  Are most businesses engaging with Sales 2.0?  The answer is yes to some degree.  AND, I think further clarity on this topic is needed.  It is not so much the quantity, BUT quality of embracing Sales 2.0 which is the focus as we are moving…

MARKETING | SALES

The Case of the Disappearing Sales Process!!

A major growth challenge for many companies today is the profound transformation in customer behavior. Today’s buyers are enabled by the Internet, empowered by the enormous choice in every market, and possess the ability to compare real-time competitive prices. They have, in essence, taken control of the purchase process. Research from Google and the Corporate…