LexisNexis - Presse et librairie juridique, logiciels edocr | Sales leads from your documents FIZ Karlsruhe: Home Skill Building | B2B Sales Lounge Posted on March 11th, 2011 We had an opportunity to review an early release of this terrific book. And Jill Konrath of Selling to Big Companies recently had an opportunity to interview the author. Recently I had a chance to read The Truth About Leads, [more...] Posted on March 10th, 2011 Great post by Paul about the need to never give up. I quietly approached one of the sales reps in the office. Posted on March 9th, 2011 By Kendra Lee, President, KLA Group We thank Kendra for this great article. Early in a new year is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and [more...] Posted on March 8th, 2011 What separates top sellers from average sellers? Great post by Jill Konrath of Selling to Big Companies. Selling is tough! Posted on March 3rd, 2011 Customers hate being giving a hard close. If I’ve heard that line once, I’ve heard [more...] Posted on March 2nd, 2011 But building rapport is not as easy [more...]
Dialog, LLC Stop Selling and Add Value By Mike Myatt, Chief Strategy Officer, N2growth I was subjected to one of the worst “sales” presentations I’ve ever witnessed yesterday. In fact, so much so that I decided to author this post as a reminder to those who still don’t understand that generating new business relationships is not about selling – it’s about establishing trust, rapport, and the creation of vaule without selling. Lest you think I’ve lost my mind, I want to be clear that I’m not advocating taking your eye off the revenue creation ball. The problem with many sales organizations is that they still operate with the same principles and techniques they were using in the 60′s, 70’s and 80’s. Trust me when I tell you that your prospects and customers have heard it all before. So, my first suggestion is that you change nomenclature. The truth is that in most corporations there exists a hierarchy of sales that comes with a very established and entrenched pecking order.