Who Is Winning at Sales Transformation? How Oracle is Taking the Lead

Posted by Pete Morelli on Aug 23, 2017 12:21:40 PM

Commentary from WSJ Aug 17, 2017 "How Oracle Engineered Its Sales Staff for the Cloud”

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Topics: Newsletter, Selling with Confidence

The Last Mile Imperative

Posted by Tim Mullane on Aug 23, 2017 12:21:01 PM

The 'last mile' is a colloquial phrase widely used in the telecommunications to refer to the portion of the network chain that physically reaches the end-user's premises. This connectivity is critical; it is the link to their paying customers and allows them to receive revenue for their entire network. Without the connection there are no customers, no revenue.

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Topics: Newsletter, Selling with Confidence

The Actions for Strategic Pricing

Posted by Reed Holden on Aug 17, 2017 8:18:01 AM

Lately, we've had a lot of conversations with businesses that are ramping up "strategic pricing". They've adopted more systematic approaches to pricing and have taken responsibility for setting prices away from salespeople. This transitions price away from the team worried about closing a sale to specialized pricing people who are worried about generating profits that meet company goals. That's terrific. Well, it might be terrific for some, but it's not terrific for the sales force that is struggling with this new pressure and, like many sales forces, now calls the pricing people the "sales prevention" department.

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Topics: Selling with Confidence

Dynamic Pricing Should Come with a Warning Tag

Posted by Richard Harrington on Jul 26, 2017 6:43:54 PM

With astonishing speed, Uber has disrupted the taxicab industry. Others have looked at their success and dreamed of emulation. The strategy often touted for Uber’s success is surge pricing; charging higher prices at times of high demand. Surge pricing is an example of dynamic pricing, where the price fluctuates depending on one or more factors, like the demand for ride service.

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Topics: Newsletter, Pricing with Confidence, Selling with Confidence

Why Can't Sellers Close the Deal?

Posted by Tannis Ashworth on Jul 16, 2017 11:00:00 PM

We meet and work with sales managers all over the globe and a question we are asked frequently is, “Why can’t my sellers close the deal?”  It is an important question to consider, but we must first establish a few assumptions.

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Topics: Selling with Confidence

When Your Buyer is a Bully

Posted by Chris Mitchell on Jun 23, 2017 11:33:55 AM

With the media full of reported bullying incidents in politics, schools, on sports teams, and in the work place, why do so many sales professionals put up with these similar tactics demonstrated by procurement? Some bullying experiences are subtle while some are more outrageous than others – downright kamikaze!  Negotiating Backbone is imperative for today's sellers.

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Topics: Selling with Confidence

Results May Vary: How Your Value Assessment Might Surprise You

Posted by Holden on May 24, 2017 1:30:11 AM

How Well Does Your Sales Team Harvest Value?

As the understanding and communication of value matures in a sales organization, the payoff to a company’s profit increases.  This truth is widely accepted, like that fire is hot or rain is wet.  If the fact that value creation and harvesting has profit implications is no surprise to anyone, why do so few sales teams reach a level of value maturity and fewer still are able to maximize it when they do get there?

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Topics: Selling with Confidence, Uncovering your Value

If Value Falls in the Woods

Posted by Travis Umpleby on Mar 3, 2017 7:00:23 AM

If a tree falls in woods, and no one is around to hear it, does it make a sound?  After listening to a presentation in which the speaker claimed value didn’t exist until the customer recognized it, I thought about this age old question a bit differently. Let me ask it again, but this time insert one key phrase: If a supplier’s product or service impacts a customer’s business, but a customer doesn’t recognize it, does that value exist?

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Topics: Selling with Confidence

Desperation Pricing is Destructive

Posted by Tannis Ashworth on Dec 5, 2016 7:00:13 AM

(Excerpt form Tannis' current featured blog)

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Topics: Selling with Confidence

Influencers - The Force Behind The Sales Negotiation

Posted by Tannis Ashworth on Aug 9, 2016 8:00:59 AM
In a recent conversation with a sales team, we learned they had invested days into writing a fifty page RFP for a 15-year customer.   The team had done their homework, using their contacts to determine which elements of their response should be emphasized.  The date for all vendors to present to the selection committee was scheduled.  However, a week prior to the date, the sales team received a phone call from the customer saying, “We know your company’s capabilities well and think it would be a waste of your time to go through the motions of a presentation.  Just send us your proposal.”  This was a clear customer ‘tell’ and did not appear favorable for the incumbent sales team.  Two weeks later, the customer called to say, “We’ve decided to go with another offering.”  Huh, what happened?
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Topics: Selling with Confidence