Sales Archives

The Ultimate Strategy for B2B and B2C Sales

What is the key to securing B2B sales? How does the business-to-business sales approach differ from business-to-customer’s? B2B and B2C sales approaches are polar opposites. With business-to-business selling (B2B), it’s important to make sure you’re talking to the right person at the company. For business-to-customer sales, you need to cast a wide net in your marketing efforts to reach lots of people at once. Keep reading to learn about B2B and B2C sales strategies.

Hiring Salesmen: How to Build an A-Star Sales Team

Do you struggle with high sales executive turnover? What can you do to improve your chances of hiring effective salesmen? A high turnover amongst salespeople is a common problem for many sales managers. Hiring salesmen is difficult because there is a shortage of good candidates. Here are some techniques for improving your chances of hiring top sales talent.

What Makes an Effective Sales Strategy?

What makes a good sales strategy? What is the key to designing a sales strategy that drives results? A crucial element of strategic sales management is devising and communicating a clear sales strategy for your team to follow. Your sales strategy should highlight which customers or potential customers each team member should call, how they should prioritize these customers, and which products they should prioritize selling. In this article, we’ll take a look at what makes an effective sales strategy, according to sales expert Mike Weinberg.

What Is a Value Proposition?—Business Basics

What exactly is a value proposition? Why is it important to provide unique value to your customers? As the name suggests, your business’s value proposition is the value you provide to your customers in the form of products or services. When defining your value proposition, consider the nature of your product/service and how it is different from your competitors’ products/services. If you’re servicing the same customers, with the same needs, at the same price, you are not providing unique value. Here are some things to consider as you define how you intend to offer value to your customers.

How to Know When You Should Upgrade Your Product

How often should you upgrade your products? What should you do if customers request to add features to existing products? An important element of running a business is deciding when and if you should make improvements or upgrades to your product. Customers may request product upgrades or modifications, but that doesn’t mean you should make them before you are ready. Here is why you should hold off product upgrade requests—even if it means your customers outgrow your product.

Training a Sales Team: Tips for Sales Managers

Why do sales jobs have such a high staff turnover? What can you, as a sales leader, do to improve your team’s performance? One of the reasons for high staff turnover in sales roles is that sales representatives often lack training in the essential sales skills (e.g. making cold sales calls, closing techniques, etc.) Therefore, coaching your sales team is essential to generating optimum performance. In this article, we’ll take a look at some tips and techniques for both training a sales team generally and coaching them in specific skills.

How to Create and Maintain a Healthy Sales Culture

What makes a good sales culture? What can you, as a sales leader, do to foster a healthy culture in your business’s sales department? A healthy sales culture is one in which salespeople feel respected, passionate, and happy in their roles. They communicate openly and respectfully with their manager and each other, and they’re willing to help out their colleagues in the pursuit of shared goals. In this article, we’ll take a look at some tips on how to create and maintain a healthy sales culture, according to sales expert Mike Weinberg.

To Sell Is Human: Review, Context, and Approach

What is Daniel Pink’s book To Sell Is Human about? What is the key message of the book? To Sell Is Human explains the history, evolution, and significance of sales. Pink asserts that all people are salespeople, whether they like it or not. That’s because we’re always selling something—whether that be a product or ourselves. Continue reading for our To Sell Is Human review.

Service-Oriented Selling: To Sell Is to Serve

In what ways do selling and service go hand in hand? What are Daniel Pink’s two rules to the service-oriented selling approach? In his book To Sell Is Human, Daniel Pink explores the connection between selling and service. He says that the two things you must do are make the sale personal, and make it purposeful. Keep reading to learn more about Pink’s service-oriented selling approach.

Principled Bargaining: Sell for Mutual Benefit

What is principled bargaining? If a used car salesman can convince a customer to buy a lemon, why isn’t that considered a win? Principled bargaining is when both the customer and the salesperson gain something from the sale. If only one side gains something, then it’s a fail. Here is how to practice principled bargaining.