Resources
- sort by:
- Relevance
- Date
- Popularity
- Sales Process vs. Buying Process
- Sales Process vs. Buying ProcessDo you have any info on selling bleeding edge?I am as a sales exec working for a start-up with a disruptive technology solution. We have no field references and most people do not want to be first......very few early adopters. Any suggestions? Thanks,...
- Discussion threads 2007-04-10
- The Six Rules of Selling for Start-ups
- Selling for a startup presents unique challenges even for highly experienced sales professionals. Because your company is new, your potential customers don't know anything about it and, sad to say, in business unfamiliarity breeds contempt. Not to worry, though. Here are the six...
- Blog posts 2008-04-07
- How "Quid Pro Quo" Selling Works
- I've recently been writing about selling "Quid Pro Quo," a concept popularized by sales guru Bob Beck, author of the book Mutual Respect. Beck believes that small companies must always demand that their clients make some kind of sales concession for every action that the...
- Blog posts 2008-04-22
- Stop Kissing and Start Kicking
- Prospects buy from people they like, right? Wrong. Prospects buy from people they trust. Given a choice between a buying from a competent jerk and an incompetent friend, a prospect always goes with the guy who can deliver. After all, it’s the prospect’s own job on...
- Blog posts 2007-04-23
- Stop Consulting for Free
- Selling B2B is "consultative," but there's a point where you need to turn the meter on. The concept of "consultative" selling is that the sales professional should be adding value from the very start of the customer relationship. However, if that concept is taken too literally,...
- Blog posts 2008-04-21
- << Previous
- page 1 of 1
- Next >>
Content Types
Premier Vendor Content Whitepapers, webcasts & resources from our Power Center Sponsors
