Best Sales Techniques: Top 4 Tips in Selling Value Effectively 🥦
Like the way that consumers consume regularly changes, salespeople are continually trying to find the best sales techniques. So, how they can rise above the pack and offer outstanding service that will win new business. The key is providing a personalised sales experience, and the best…
Five Lessons B2B Sales Leaders Should Learn to Make B2B Pricing Analytics Work 💳
Are you using B2B pricing analytics as you should? Are you struggling to capture revenue and margin opportunities before your competitors? Do you feel like you’re on the back foot with pricing and need more support? Pricing analytics isn’t likely to identify a whole…
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 Sales Management Work With Pricing Teams To Generate Profitable Sales 💲
Why sales management view pricing matters? Is the sales manager involved in developing your pricing strategy? What is the sales structure in your business? What is your CRM pricing scheme? Who should manage sales reporting? Table of Contents: I. How Sales Management Work With Pricing Teams…
Elements of Sales 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.
