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Latest Activity: Aug. 13, 2009
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Sales Management 2.0
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Latest Activity
I've gotten a lot of questions lately about Hunters vs Farmers, so I decided to write an article on the differences, as well as how to
organize a sales force to support these two distinct roles.
I'd love to get some feedback from the group on w…
As effective as Masterful Praisings are in reinforcing good behavior, reprimands are as effective at curtailing bad behavior.
We call em, you guessed it…”Masterful Reprimands”.
Although they are basically concept, just on opposite ends of the spectr…
In our most recent VoIP study, 13% of buyers were replacement buyers
(i.e. replacing a VoIP system). While these buyers bring experience
with the technology to the table, they have often been burned in the
past with faulty or unreliable systems. How…
Greed is Good: Why You Need to Tap Into Your Inner Gordon Gekko
Greed is good. Embrace it. Love it. Live it. In fact, greed may be the one
thing that can save us. Don’t believe me? Greed was the foundation for
this country. The brave souls who riske…
Trish,
I am 100% on board with what you just said... I think the key is really understanding what Skip means when he says hard sell. To me there is a big difference between asking for business and giving a high pressure sales pitch. To me it's kind…
Hard sell to me means "What will it take to get you into this car today?" kind of language. Not sure that works anymore but at the same time I don't believe being aggressive is a negative. I just won a large deal over a competitor and when I asked w…
Skip,
It is not a style I would personally use or advocate. I don't think customers in general like to be pressured into a sale and I think it is bad for overall reputation and repeat sales. However, I can also say I have seen it work, but just bec…
What types of metrics should be included in these goals?We have a Focus Community member that is looking for some help with this - any insight? http://www.focus.com/questions/sales/where-can-find-good-breakdown-b2b-software-sales-performance/?tfso=3…
Does the hardsell still work in this day and age? Do customers buy from aggressive salespeople? Is it a viable sales strategy? What's the price of using hard selling tactics?
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