All Entries Tagged With: "Complex sales"
Rolodexes Are Social Networking Roadkill
Bottom line: Imagine if all the sales teams in your company decided to make the most important relationships cataloged in their Rolodex come alive again. That infusion of intensity and customer focus can change a company – and no sales team ever accomplished that going card after card in a Rolodex dialing for dollars.
Selling More Profitably Through Channels
For many manufacturers, their indirect channels are the majority of their revenue; yet they sell only a small percentage of their most profitable products, opting instead to move literally tons of low-margin, competitively priced products, eventually competing on price and availability.
The Sales Challenges of Complex Manufacturers
Streamlining the quote-to-order process improves competitive advantage
Navigating Complex Selling with Product Configuration: Part I
The essence of excellent selling is helping customers past the dangerous pitfalls their strategies may hold and guiding them to their goals. Product configuration platforms in high-tech, industrial plant and equipment, telecom and many other industries are the lighthouses that combined with selling expertise keep companies on the path to their goals.
Overcoming Hidden Agendas in the Complex Sale
Agendas grow out of motive and intent. So, when motives and intentions are not open and transparent to all involved, “hidden agendas” inevitably develop. These hidden agendas are often buried or disguised within the subtext or context of many situations. This tendency to camouflage motives is especially prevalent in too many complex sales cycles.
Selling Smarter in Your Dealer Channel
When other people are selling your products for you, how do you help them sell smarter? How do you help them prefer to sell your products over others?
Ten Tips for Being “Good in a Room” in the Complex Sale
Do you know the one skill that’s considered to be an absolute “must have” in the complex sale? To win at the complex sale, one must be a storyteller, master tactician, strategist, cajoler, evaluator, philosopher, psychologist, bean counter and techno-geek. Yup. All rolled into one. But, even with all of that, there is one skill that is an absolute “must have” in the complex sale. Without it, success is always a delayed sales cycle away – with a morbidly high improbability rate of closure ranging from 0 to 10 percent.
Complex Product Often Equals Complex Sale
Rule of thumb: If the product is complex to manufacture, then it’s probably complex to sell. Case in point: Fire engines.
Pricing Strategies … Don’t Sell Yourself Short
Impatient with stalled sales cycles, protracted lead generation programs, and competitors who bundle services or related products, companies are throwing down pricing too quickly to clinch deals and leaving money on the table as a result.