the ceo magazine, sales,
Stephen J. Bistritz, Founder, SellXL

Business drivers – loosely defined as the key factors that create the need for change within a corporation – are typically behind a customer’s thought process when it comes to making significant investments with suppliers.  In order to remain effective, b-to-b sales leaders and their teams need to have a baseline knowledge of their customer’s key business drivers.

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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