Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, sales team,
Michelle Seger, Global Sales Strategy & Change Management Leader, SalesGlobe

It can start with a whisper: We’re merging… our sales comp is down the drain.

When dramatic change occurs within a company, like a merger or acquisition, a vacuum of communication from leadership will be filled with rumor. One of the most common: an acquisition depletes an organization’s resources so much that staff cuts will be necessary. In reality, human capital is essential to organizational success, and a significant asset in a merger or company purchase. So, when should employees start hearing about organizational change?

the ceo magazine, sales team,
Christine Comaford, Author, Power Your Tribe

Has your organization ever suffered from Competitive Crush?

Competitive crush is when a competitor has swooped out of left field, raiding an organization’s top performers and key customers like an unstoppable force of nature.

the ceo magazine, sales,
John Asher, CEO, Asher Strategies

When most elite salespeople meet a new buyer in person, they will follow a simple three-step process:

 

  1. Build rapport by getting the buyer to talk about what they want to talk about.
  2. Perform a robust, disciplined needs analysis to understand the buyer’s needs.
  3. Offer a solution that is a perfect fit.

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