Only your prospect knows...

Posted by Alicia Shevetone on Oct 17, 2019 5:30:00 AM

The Buyer-Seller Gap is getting its share of press these days. Even HBR is in on the fun, having tabulated seven daunting reasons why salespeople can’t close the deal. It gets worse: only about 55% of us make quota. I wonder if accountants are as bombarded with data about how badly they perform.

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Topics: Selling with Backbone, actionable insights, value, sales, value selling

Stop the Revenue Bleeding

Posted by Brian Doyle on Oct 9, 2019 8:30:56 AM

 

One of the first things that first responders do when they start to treat a trauma victim is to find out where the victim is bleeding. Second, they determine which of those injuries is most life threatening. 

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Topics: Selling with Backbone, actionable insights, buying center, value selling, revenue

B2B Negotiation is Much More Than a Sales Strategy

Posted by Ellen Quackenbush on Jan 22, 2019 12:20:36 PM

Management guru Peter Drucker stated that the purpose of business is to create and retain customers. But Drucker omitted an essential component for how companies stay in business — namely, that the customers they select and serve must be profitable. Otherwise, hand that customer over to the competition. Not all business is good business; and last time I checked, B2B businesses were not charities.

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Topics: Selling with Backbone