In 2012, the International Space Station malfunctioned when a power supply component failed. One astronaut attempted to replace the damaged unit using specialized tools. But, metal shavings on the bolts…
A choice isn’t always a luxury; sometimes it’s a burden, and the way a choice is presented influences what a decision maker chooses, Find out how sales professionals can use this tenet of behavioral science to close more deals.
Strategic account growth relies on a customer-centric approach to identifying priority accounts, capturing and analyzing critical information, and developing a strategy to expand and grow existing customer relationships.
Sales professionals need to address the value of their solutions head-on. Doing so is particularly important with new products because they often offer new characteristics. Here, we look at ways sales professionals can sell new products by talking about value.
Occasionally you need someone on your team who isn’t in sales. Sometimes you need a subject matter expert (SME) to help push the deal through. Here, we look at ways to incorporate subject matter experts into a selling team.
Sales leaders have a tough job - expectations are high, and timelines are tight. Start off your tenure on the right foot - discover 5 quick sales leader wins that you can achieve immediately to start building team cohesiveness and drive results for your organization.
Complimentary White Paper: Prospecting in a Noisy World
Customers are busy. Increasing competition and internal priorities battle for their attention. Sales professionals don’t need to be louder; they need to change their pitch. In Richardson’s white paper, Prospecting in a Noisy World, we reveal how effective sales professionals are generating more leads with clear messaging that is relevant to today’s business challenges. We look at: The three ways to coalesce support among a group of decision makers, How to develop outcome-based messaging that demonstrates credibility. A step-by-step approach gaining the appointment with an effective uptiering model, and A strategy for helping customers overcome the status quo. Learn more by downloading our latest white paper, Prospecting in a Noisy World.