The Untapped Power of Sales Discovery Skills
Some in the sales profession consider the act of discovering what is important to prospects or clients and understanding their challenges, opportunities, needs, and requirements to be the most basic skill in selling. After all, this is taught in every Sales 101-type course on the planet, right? By contrast, to true top producers, Sales Discovery […]
Continue readingFactors to Consider when Personalizing Solution Messaging
We hear a lot said these days about the importance of sales messaging. When we do, we also often hear about the various sales research data that points to sales reps’ inability to communicate value to prospects and customers. What I don’t believe we see enough, is advice about how to personalize effectively or […]
Continue readingThe Four Pillars of Sales Value Creation
The concept of sales value creation has been getting a lot of attention again lately, in the sales blogosphere. It should. I don’t believe in metaphorical “silver bullets,” but the ability to create value when selling is as close as we may come to a silver bullet for our profession. We tend to forget that […]
Continue reading