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

Discounting is a Nasty Habit

Posted by Saad Shahzad on Sep 26, 2019 5:00:00 AM

Are you sick of hearing about the need to protect your premium high value offerings and stop discounting? Well, you may be sick of hearing it, but it's true.

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Topics: Negotiating with Backbone, value selling

Cool heads prevail: Tame the never-ending pressure of sales

Posted by Alicia Shevetone on Sep 19, 2019 4:15:00 AM

Generally speaking, as a seller to a seller, we know that big sales opportunities are both a blessing and a curse. While they offer the opportunity for “quota busting” years, they also carry a heavy spotlight and the pressure that comes along with it. This pressure churns our emotions, generating angst in even the most tenured sales pros. How do you deal with the stress?

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Topics: Negotiating with Backbone, value selling

Does your organization struggle with discounting?

Posted by Saad Shahzad on Aug 21, 2019 10:48:12 AM

Do you think your sales team effectively sells the value that you provide to your customers? And how would you measure that, anyway?

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Topics: Negotiating with Backbone, value selling