Sales
Management,
Sales
Should There Be Overlap Between Account Management and Project Management?
Project management touches all aspects of a business, so it shouldn't be designated as a subcategory of sales or operations. Here's why:
Management,
Sales
How to Define a Sales Process
Sticking to a clearly defined sales process will help you pause, dig deeper, and find the most opportunity to meet the client’s actual needs.
Sales,
Management
The Biggest Mistake in Compensating Your Salespeople — And What to Do Instead
Compensating salespeople is tricky. Almost everyone knows that their compensation plan isn’t the best it can be. They just don’t know what to do about it.
Sales
It’s Time to Audit Your Proposals
Before, our business followed the Boy Scout motto: Be prepared. Today we do better today to take a cue from the U.S. Marines: improvise, adapt, and overcome.
Sales
How to Move Ahead With a Sale When Negotiations Come to a Stop
Some negotiations are easy to overcome.
When a client objects that your price is too high, doesn’t understand the price breakdown, or claims you made a mistake, you can deal with the objection simply. You simply diffuse it and move on. It’s barely a blip on your radar.
But there’s a more difficult type of objection that poses the threat of bringing the entire negotiation to a stop. When these come up, there’s a real likelihood that all the work, proposals, and your many attempts to really understand the client may have been for nothing.
These are second-level objections.
