Category: Qualifying

How Do You Develop A Solution With Your Prospect?

By Philippe Lavie

Spray and pray, show-up and throw-up, and product or feature-rich presentations: What do they all have in common? Well it is the most commonly displayed selling behavior that generates little if any closed deals. In other words one of the most ineffective bad selling behaviors that traditional sales people will use. On the other hand, the truly successful intuitive sales people display different behaviors. Their best practice behavior will help a prospect develop a clear vision as to what your capabilities can help him or her achieve with a bias towards your offering. Isn’t that better when helping a client determine whom (s)he should be buying from? Intrigued? Download this WP for more!

Metrics Matter: How Sales Analytics Contribute to Mid­size Firms’ Performance

By Jim Dickie and Barry Tailer

Financial institutions that were “too big to fail” received massive bailout funds but firms “too  small to matter” continue to be the engine that drives our economy—and its recovery. When looking at these firms we ask two questions: Are these firms getting all the help they need to succeed? And are they leveraging all the resources available to help them excel?