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,
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.
the ceo magazine, sales,
Ashley Welch and Justin Jones, Founders, Somersault Innovation

The Pitch—when we present a solution to a client for consideration—is both an exciting and nerve-wracking time. Many of us rehearse for hours, especially for a big deal. And many more of us make the wise choice of incorporating visual aids with which to engage our prospects. And…we succeed! We win deals every day. So, what’s the problem?

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