What would sales be without objections? Pretty easy and boring. It would consist of just one thing: handing the pen to the customer and pointing out where to sign. You might think sales would be better off without objections, but objections are often a good sign.Read more >
Companies that want to succeed in today’s economy must define their goals in a clear, measurable and achievable way. Therefore, they need to create a useful and effective set of key performance indicators (KPIs). Read more >
When was the last time you told a friend a story? “You have no idea what happened to me yesterday!” Sound familiar? The truth is that each of us is a storyteller, but most people do not realize it. Of course, some storytellers are better than others, but there are also exceptional storytellers. Nevertheless, everyone can considerably improve their storytelling skills with a bit of practice. And that practice will surely pay off if you use storytelling in sales.
On February 6th and 7th, the beautiful city of Lisbon hosted the GE Digital Sales Summit 2019. GE Digital, a subsidiary of the American multinational conglomerate General Electric, organized the event. It was an incredible chance to share best practices, industry insights, and business opportunities. Internal GE Digital executives from all over Europe and the US interacted with partners from Europe and MENAT.
Micro-learning, eLearning, or blended learning – You’ve heard all of these buzzwords before, but do you know the difference between them? And most importantly, do you know which one is the most effective?Read more >
The season of account planning is upon us, and for all account managers this should be the most important time of the year. However, most of us either don’t seem to have the time or don’t seem to see the real benefits in having a detailed account plan and strategy.Read more >
When you’re talking with your prospects, they might ask you for reference stories. They may want to know real customer perspectives on your products and services, because –after all—your customers know best how they are. Using references from satisfied customers is one of the most powerful sales tools. By doing so, you actually turn your clients into a part of your sales force. If you use references correctly and at right time, you will close more deals.Read more >