Categories for Sales Blog

Why great sales presentations can kill a sale

March 26, 2010 11:30 am Published by 10 Comments
A great sales presentation can actually cost you the sale. For the prospect, it may be a blast to watch. But is your sales presentation designed to entertain potential clients or drive sales prospects towards a buying decision? Read on to discover the one key question you need to ask every time you prepare a sales presentation.

Sales Prospecting: Ask hard questions to keep from wasting everyone’s time

March 24, 2010 8:00 am Published by 2 Comments
Sales prospecting is about qualifying potential buyers and filling your funnel, right? But the best sales pros understand that it’s also about DISqualifying non-buyers. They know that successful prospecting is about using time wisely and chasing only those who send buying signals. Their secret: They ask tough questions that push prospects to show their hand.

My Greatest Sale: We couldn’t get past the Price Police

March 23, 2010 5:39 pm Published by 6 Comments
“We really like your approach,” our primary buyers said. “But you have to work out pricing with the Procurement Department.” Our value proposition didn’t matter to Procurement, because they didn’t think their job was to get the best value. They thought their job was to get the best price.