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How to Ensure You Are Selling a Solution, Not a Product

Are you selling a product or a solution to a business problem? The answer lies in your sales process.

Unless you’ve done the research to discover whether you’re talking to the right person, and you’ve taken the time to gain a solid understanding of the business problem that needs to be solved, you’re “product selling” by default. Which rarely works.

Why Product Selling Doesn’t Lead to Sustainable Results

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Relationships Matter Even More Than You Realize

We all know that establishing and maintaining relationships is a key part of sales, whether you are focused on developing new business or nurturing existing business.  If you have ever been part of a deal that has gone cold or lost a key decision maker who has changed jobs, then you’ve learned this the hard way.   In a new study, we’ve analyzed over 600k sales opportunities to better understand how the connections and relationships we establish into an account drive win rate.

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Sales Leaders: Is It Safe for Your People to Fail?

The most successful sales teams we work with, at companies of all sizes and in all industries, create what we call a high-growth learning culture. This is a working environment intentionally focused on supporting the ongoing growth and development of each and every member of the sales team. Below is a list of six common management mistakes that undermine such a working culture—or make it impossible to create in the first place.

1.     Not setting up areas within which it is okay to fail

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