In times of uncertainty or economic recession, winning new customers is even more important than usual. As existing customers reduce or cancel their orders, there is a sudden need for new orders.
Create value in times of uncertainty
Pascal Persyn | Customer Journey, Remote Selling, Sales Performance
During periods characterised by insecurity the general attitude towards salespeople changes. In addition, customers' focus shifts to short-term solutions and the reduction of risk.
Are your salespeople like talking brochures?
Pascal Persyn | Competence Development, Sales Performance
Customers’ buying behaviour has changed considerably in the past few years. How can companies respond to this challenge? How do you organise sales in a digital world? Are you still sending your salespeople out like talking brochures, or will you take action? And how? A diagnosis.
Agile learning and coaching for sales: how do you do it?
Eliseo Manfron | Sales Content, Sales Performance
A study from CSO Insights shows that sales coaching empowers reps to improve selling skills and close more business. That is the first benefit. The second one is that it also allows sales managers to shift from doing people’s jobs to developing them.
Sales Development Representative: strong link between marketing and sales
Eliseo Manfron | Sales and Marketing Alignment
One might say the missing link, but I prefer the term “strong link”: the link that unites teams, creates solidarity and strengthens synergies.
Buyers don’t always know how to get good value from the information they gathered. And that’s exactly how salespeople can help them – by leading them along the right lines.
Are you the partner and adviser that Key Accounts are looking for?
Eliseo Manfron | Sales Enablement
Much to Alex’s frustration, he’s often unable to convince accounts to make a purchase
Nicolas keeps falling into the same trap of price discussions
Marc has been trying to get his foot in the door of this company for several weeks now
After a few weeks in his new role as Sales Manager, Eric has a number of Coaching sessions
Promoting your company and listening/asking questions no longer suffices to achieve commercial success.
Many companies could dramatically decrease their Cost of Sales avoiding these 3 common Sales mistakes.