As sales leaders, we all know that crafting a skilled, productive sales team is essential to our ultimate success; experts consider the keys to building a successful team a balance between art and science: a careful combination of skills, experience, education, and personality traits. New research, however, reinforces what we at ValueSelling Associates have long believed to be true: there’s a...
In today’s world, there are a few realities that every sales professional is acutely aware of. The first is that there are many alternatives available for every prospect you have. Not only are there alternatives that are competitive to your solution, but you are often fighting for capital to even have your solution on the purchasing agenda in the first place. The second reality is that in most...
As sales professionals, you probably know a lot about the capabilities of the products and services you represent. However, being a “solution expert” alone is not enough to differentiate you from your competition. If you are perceived as a trusted advisor AND a solutions expert, you are in much better position to win their loyalty and business. And gaining that trust means demonstrating that you...
Today’s slangy emoji text culture may have you thinking that formally written communications are a lost art. Don’t believe it. When it comes to professional communications, poised and precise prose rules over the casually misspelled messages passing between colleagues. This is especially true for sales professionals, since selling is fundamentally a communication process. No one wants the strides...
Between January 2013 – March 2013, we at ValueSelling – India surveyed 130 end-user organizations, about their sales effectiveness practices and challenges, that the sales leaders face today and what the best do. We all know that buying has changed significantly in the last few years. Customers are flooded with information, today the customer has access to 20 times more data about you and your...
