Category: Sales Process

Close The Briefcase: The Most Powerful Sales Tactic

Close The Briefcase: The Most Powerful Sales Tactic

Close the Briefcase is one of the world's greatest sales technique. Use this sales tactic when you or your sales reps feel excessive pressure, and need to regain the balance of power in a negotiation.
Cut The Fat From Your Selling

Cut The Fat From Your Selling

Corporate sales teams are filled with fat — extraneous processes and steps that slow down customers from making purchase decisions. It's time to challenge convention to deliver better sales results. To dramatically speed up sales you've got to cut the fat from your sales process.
Is Your Sales Process Hurting Your Brand?

Is Your Sales Process Hurting Your Brand?

Your brand and marketing create the conditions for a sale. But a flawed sales process can unravel all the goodwill created by your brand. Manage your sales process to a high standard, and deliver a buying experience your customers expect.
Complete The Sale In The ‘Closing Room’

Complete The Sale In The ‘Closing Room’

Nordstrom’s sales associates are amazing closers. What makes them so effective is you don’t even realize you’re being sold to. One of their secret weapons in the Closing Room.
Overcoming Sales Objections

Overcoming Sales Objections

Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
The #1 Sales Obstacle: INACTION

The #1 Sales Obstacle: INACTION

The number one obstacle in every sales cycle is inaction. Often it’s easier for customers to delay or cancel a project than commit to it.Inaction is a common element in the buying process, and sales people must be aware of it and manage it. Otherwise, sales will be needlessly lost.
Sales Don’t Grow Businesses, Innovation Does

Sales Don’t Grow Businesses, Innovation Does

There's a prevailing attitude that "sales driven" companies are superior. I know I held that belief for the ...
Does Sales Need Marketing?

Does Sales Need Marketing?

“Sales can exist without marketing, but marketing can’t exist without sales.” This attitude is pervasive, ...
Your Website Trumps Your Sales People

Your Website Trumps Your Sales People

Buyers verify everything. Whatever a sales person says will be checked and double-checked online. This point was ...
Sales People Are Not Enough, Buyers Have Changed

Sales People Are Not Enough, Buyers Have Changed

Sales isn't all that different than it was thirty or forty years ago. E-Commerce didn't displace sales people as ...
The Rise of Consumer Marketing in B2B

The Rise of Consumer Marketing in B2B

Until recently, business-to-business (B2B) companies have relied on traditional sales models – relationships, ...
It’s Time To Rethink Sales. Your Buyers are in Control.

It’s Time To Rethink Sales. Your Buyers are in Control.

Sales hasn't changed all that much in the past century.  NCR created the first sales training program in 1894.  It ...

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Jeremy Miller

Top 30 Brand Guru

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