To Improve B2B Sales Methodology & Build ‘Value Equity’ with Customers 🍋
All too often in B2B sales methodology, companies are overlooking a massive opportunity to build ‘value equity’ with customers: presales. With the increasing level of detail customers want these days, subject matter presentations are a crucial part of many B2B Sales. But on many occasion deals…
How to Increase Sales Marketing Strategy In A Turnaround Situation 💵
At the core of any business is selling. There is no other role more important than that of a salesperson. As Henry Ford puts it, “Nothing happens until someone sells something.” So, how can you increase your sales marketing strategy? As buyer behaviour constantly changes,…
Elements of A Sales Pitch Strategy: How to Negotiate With Cost-Cutting Procurement Teams ✂️
Procurement approaches are not always sophisticated. Today we will mention a number of the funnier (in retrospect procurement approaches) told to us by a client from a large industrial and materials company in Australia. Our client wanted us to share this case example with you because it changed their thinking about procurement and taught them some important lessons on how to prepare for meetings with their national key account partners when the size of prize was worth over $4M.
Does Your Sales Team Use Price Reduction to Meet Volume Targets?
Price reduction is a great way to shift stock and achieve volume targets. Yet, excessive discounting at the line level eats away margins and destroys profitability in the long run. Taylor Wells discusses some simple tricks of changing entrenched discounting habits in under a month (with…
The Best Consultant Sales Approach: The Best Way To Land Megadeals 🤝
Taking on deals while being unprepared can mean that you risk losing a deal or miss out on millions of dollars of revenue. So, it makes sense to know about the consultant sales approach and the steps that you can take to close a megadeal. …
