In the face of these increasing demands on salespeople, most companies are simply giving up. Many companies don’t even bother trying to train their salespeople to know or do anything more than the minimum, usually product training, that they need a salesperson to know…
If you’ve been in sales for any length of time, you’ve no doubt heard the saying that “nothing happens until somebody sells something.” Attributed to Jim Barksdale, it’s a source of pride for salespeople who understand the true value of what they do. It…
Executive Summary For companies that sell their products through VARs, distributors or manufacturers reps, the initial savings and easier entrée into the market that they provide are attractive. But channel partners often require handholding, and you can give up quite a bit in margin….
Research shows that over 70% of customers base at least part of their buying decisions on simple trust and credibility. In other words, they base it on faith that you can solve their problem. And while there are a number of ways that you…
The Keys to Untangling The Sales and Marketing “Missing Link” Problem Does This Sound Familiar? The Missing Link problem refers to the different definitions used by Marketing and Sales professionals when they talk about what constitutes a “sales lead” – or, more precisely, what…