You step on the threshold and doors slide open. You approach and the escalator whirrs into motion. Your phone listens to you and gives you answers. Your car will soon drive itself so you can browse the news curated for you, on your way to office. Welcome to the era of personalization.
Do you often wonder:How do some companies excel in sales? What drives their success regardless of sector, size or economic conditions? Do their stories offer insights that can help replicate their success?
Is Sales Excellence a function of strategy, process, structure or people? One of these? Some of these? All of these? Or..
by Jean-François Messier
In sales, there are four good reasons to use slides. Your sales presentation will be more effective with slides than without them if you use them:To explain, i.e., to make clients understand you To prove, i.e., to make clients believe you To summarize, i.e.
Only the strong survive
As the procurement of services becomes increasingly centralized, winning business means all or nothing. Building close relationships with your top customers is the secret to growing profitability in these challenging times.
Sales leaders know intuitively that much sales training does not stick and the impact is often short-lived or selective.
This observation is backed up by data. The Sales Executive Council’s research indicates that as much as 87% of sales training may be wasted.
This is not only unacceptable.
Every sales rep must decide between responding to needs and influencing when addressing a client’s request. And the sales rep must make this decision before preparing the sales presentation, because the sales techniques are not the same.
Une présentation commerciale en face à face est le moyen le plus onéreux mais aussi le plus puissant pour convaincre un client.C’est le moyen le plus efficace d’influencer un client, à condition de se poser et de savoir répondre aux 3 questions suivantes.
À chaque rencontre avec un client, le commercial devrait ouvrir le champ des possibles en disant : « Vous savez, il y a encore une autre façon de voir les choses… » ou bien « ça dépend… » Le commercial a, sur ce pl..
Le logo de votre entreprise doit être utilisé sur toutes les pages des présentations de vente écrites,ça ne fait l’ombre d’un doute pour plusieurs raisons.
Mercuri International’s latest global research study zooms in on Procurement AND reveals why new customer acquisition is so difficult. Another key finding is that the focus of purchasing is shifting from a unilateral pressure on prices to a comprehensive added value function.
Read more in this white paper.
Companies often face internal conflicts when it comes to the expectations on Key Account Management and on Key Account Managers. One issue is how to balance long term investment in customer care with the need for meeting quarterly objectives? This paper explores this question further.
By Uffe Tollet
How healthy is the management of your Key Accounts? We conducted a global KAM Health Check and asked managers around the world how well they manage their Key Accounts. In this paper you will get insights to benchmark against your own situation.
By Martin van Setten
Manage the activity that delivers the result
“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.
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