The Sales Blog — S. Anthony Iannarino Software & Free Downloads - Software.com Heavy Hitter Sales Blog Harvard Business Review is arguably the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled the Win More Business with an Indirect Strategy. For the past two decades, business to business selling has been conducted in basically the same way. Salespeople directly approach customers armed with facts, features, and the benefits of their products to convince customers to buy. However, customer decision making has changed and today’s buyers are smarter and more sophisticated than ever. In his classic book Strategy, famous military historian Lidell Hart detailed the “indirect” approach to war. Hart argued that the indirect approach was not solely a war strategy but also an influential philosophy that could be applied wherever opposition to new ways of thinking exists. 1. 2. 3. 4. 5. 6. 7.
Top Software Reviews Blog Who are you thankful for? Thanksgiving is coming up, and we often think of it in terms of time with friends and family. It’s also a great time to think of your customers, colleagues and co-workers. Who are you thankful for? Take the time to express your gratitude today! Read More Do you think you have no prospects? Read More I’ve covered a 2 of the 12 tips for negotiating successfully, including “Sell first. Read More How are you doing with your goal-setting process? Read More I am often asked whether it’s appropriate to use text messaging with a customer or a prospect.
The Alphabetizer puts just about any list in alphabetical order. Top Sales Influencer Jim Keenan's Blog iBypass - The largest, most influential proxy network on the Int Sharing sales insight, hindsight and a little foresight 12 Steps to Account Planning in 2015 It’s that time. As you prepare for 2015 you need to be thinking about how to maximize revenue from your existing customers. I’m sure you know acquired business from an existing customer is six times more profitable than pursuing new customers. But, did you also know that you are seven times more likely to win business from an existing customer than you are when you are trying to capture that new logo? I have written about this extensively in my book Account Planning in Salesforce, but to get you started, here are 12 things you should think about as you… Will all Future Presidents be White Men? The answer to the question in the title is of course almost certainly No. If you examined the data in 2008, with a sample size of n=43, and a test on gender and ethnicity, the patterns in the data would show a correlation that would predict that all future presidents would be white males. 5 Key Dreamforce Sessions and 3 Tips 1 Comment → Sales Metrics That Matter