The better a salesperson understands his/her customer’s business, the better able the salesperson is to help the customer improve their business. Improving a customer’s business rarely has “price” as the leading topic of interest. Price never plays a factor in something that a buyer doesn’t want or doesn’t understand.
Yet, with the pressure to deliver quarterly revenue targets, many sales mangers and performers grab the price lever, believing that price is the fastest way to accelerate a sale to close. Let’s examine a simple approach to getting invited to the short list party… one that doesn’t include pricing/discounting. Read more
The primary objective of any sales call is to get the prospective buyer to take action. Is a lead an actual prospect? To qualify a lead, we must first get his attention and build his interest prior to “qualifying” him/her and moving to a next step or action. Read more
ShadeTree’s mission is to help sales professionals be more successful.
Over the coming months we will be discussing the following topics in more detail:
- Empowering salespeople to be more effective
- Having better sales conversations for improved results
- Equipping the salesforce with the right tools to be successful
- Ways to optimize and simplify salesforce.com for sales results and measurement
Please accept our invitation to provide your thoughts and feedback as a contributor to this sales community.
We look forward to sharing our experience and learning from you.