Sales Development teams and Business Development teams focus almost entirely on generating qualified leads and setting appointments then turning them over to salespeople. These posts can help make those teams more productive.
by Ken Dooley
“Most people do not listen with the intent to understand; they listen with the intent to reply.”
It seems like Stephen Covey was speaking directly to salespeople when he wrote those words in The 7 Habits of Highly Effective People because it fits what some of them do perfectly. Some salespeople barely listen to what a customer has to say, focusing instead on their reply.
by Ken Dooley
Everyone can benefit from applying creativity.
Start by defining the problem you want to solve. This is your creative challenge, and it expresses where you want to end up. Like the picture of a finished jigsaw puzzle, the creative challenge will help you develop new ideas and improve existing ones.
by Ken Dooley
Customers have higher expectations of the people and organizations they do business with today.
Here are four tips that will lead to a better understanding of where customers are coming from:
by Ken Dooley
Everyone talks about customer needs. It’s a phrase that’s thrown around as often as “selling value.” It’s thrown around so much, in fact, that many salespeople have become numb to it. They still spend the bulk of their presentations talking about their companies, their products and the reasons why deals must get done sooner rather than later. Customers are left scratching their heads wondering what any of that has to do with them.
Following in the footsteps of companies like Netflix, a lot of companies are moving toward an online subscription model that locks customers into monthly rates. A lot of companies have caught onto the notion that moving their business online, and revamping their business model based on monthly subscription rates, is a viable idea. The major…
If your company hasn’t implemented this long-term safeguard, nearly half of prospects say they won’t sign a long-term contract.
The measure customers are referring to is called a “sustainability initiative.”
Nearly 90% of managers have a “sustainability initiative” in place, according to a Material Handling Industry of America study.
