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How a Consultative Approach is the Key To Selling Without Actually Selling

Whom would you rather buy from? The slick sales rep with the aggressive sales pitch who wants you to decide today, or the sales rep who asks questions, listens to understand what you need, and takes the time to work with you to find the right solution. The answer is easy, but the reality is there are still too many quota-driven sales reps out there who put closing the deal ahead of the needs of the customer. Sales reps with happy customers and long-term success are the ones who master the art of selling without selling.

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Driving More Sales Using the Channel Partner Program

Any company looking to increase revenue should consider a channel partner program. Naturally, you look to your in-house sales team first to help build revenue, but it can cover only part of the market. A well-established partner channel can help you capture untapped revenue. By collaborating with the right channel partners, you can access new revenue sources and new customers that you may never have known existed.

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Why There’s No Finish Line in Today’s Sales Model

Do you think of sales as a sprint or as a marathon? For today’s successful business, you have to be a marathon runner. The sales model has evolved from the old-fashioned quick close to a more substantive, solution-based strategy. Today’s successful sales model is committed to ongoing customer success, so closing the deal is just step one.

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How Channel Partner Enablement Triggers the End User’s Journey

When you have a channel partner program, you need to rely on your channel partners to manage not only customer sales but also the overall customer experience. In the age of software as a service and recurring revenue models, everyone in the value chain has to assume responsibility for customer success. However, your channel partners are on the front line, since they closed the sale and are the first line of defense for customer fulfillment. Therefore, the vendor’s job is to enable channel partner success in order to optimize the customer’s experience.

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How to Maximize Customer Satisfaction With a Stand Alone Customer Success Team

Every successful business is focused on promoting customer satisfaction and optimizing customer experience. Every organization that offers a product or service needs to offer training and customer support. However, too many fall short of supporting customer success.

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How to Manage Stakeholder Relations to Get Everyone on Board for 2019

 

Change is inevitable; in fact, it is essential for businesses to grow. However, not everyone is willing to embrace change, and even if they are willing to accept change, they may not see things your way. That’s why stakeholder relations have to be a key component of any business or change management strategy. It’s important to have everyone involved on board with the new strategy, policies, and procedures so the entire team is working toward a common goal. When making plans for 2019, you want to be sure that everyone involved shares the same vision and objectives.

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4 Tips to Network Your Way to More Sales

Business networking is essential to success in sales.  Whether you are selling products, services, or your capabilities, your ability to connect with others in your industry will set you apart as a trused partner worthy of someone’s time and business.  The following blog post provides tips that will help you develop and refine your business networking strategy, grow your professional network, and accelerate your sales pipeline.

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Top 5 Business Books You Should Read in 2019

To remain competitive requires fresh ideas that reveal new possibilities and opportunities. Too often, sales professionals become insulated within their own business; they are so focused on their own customers and meeting sales quotas that it is difficult to take the time to stop and contemplate new approaches and new strategies. Staying current with the latest business books is a great way to promote a fresh perspective and spark new ideas.

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Why the “Always Be Closing” Frame of Mind Shouldn’t Be the Basis of Your Sales Approach

 

The old-school ABC sales philosophy, “always be closing,” is a hopelessly archaic sales approach in today’s world of solution selling. B2B customers don’t want to be sold. They want solutions to their problems. Customers are better educated than ever before, thanks to the amount of information available on the web. In fact, B2B customers progress more than 70 percent of the way through the buying process before they even talk to a sales rep. They know what they want and are ready to buy. The question is where to get the best solution to address their points of pain.

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How Content Marketing Can Give Your Sales Pitch an Added Boost

 

Old-school selling is about overcoming objections to get to “yes.” However, today’s B2B sales pitch is more about solution selling, identifying the prospect’s points of pain and offering ways to alleviate that pain to get to “yes.” The problem for most sales reps is they don’t have a chance to engage with customers to review pain points and potential solutions, largely because no one has the patience to hear the sales pitch. 

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