This is the second part of my series discussing the five basic sales strategies. To remind you of the list, they are: Frontal Flanking Fragment Defend Develop Every sales manager and salesperson should be familiar with these strategies. They should understand which approach they should use in various situations. 2. Flanking A flanking strategy shifts …
There are five basic approaches to a sales campaign. Each strategy will work some of the time. Unfortunately, none of the strategies will work every time. Unless your product is currently unbeatable in the marketplace, you will have to be flexible in the chosen strategy. Frontal Flanking Fragment Defend Develop Three “Fs” and two “Ds” …
I recently read an article that I think mischaracterizes the B2B buying behavior of individuals. The article is titled “Rethinking Demand Creation” and it appears on Demand Spring. The author seems to imply that buyers are making an emotional decision first and then justifying it with logic. I do not believe that is true. It …
Solving Time Management problems is not only essential for efficiency’s sake – but it’s also one of the best ways to usher in an era of maximized sales. Inefficient Time Management can cause a host of problems, not the least of which is lost money due to lack of time for the sales team. Header …
I am pleased to announce that Feedspot has ranked this blog in the top 100 sales blogs. Feedspot is a social feed reader compiling news feeds from online sources that user can customize and share with other social network users. Feedspot has over 100k influential bloggers in its database that are classified in more than …
I have been impressed with Marc’s vision and message for quite some time. He gave me permission to recreate some of his content here on my site and link to his recent video. Read the text below the video, but please do watch the entire video. It is a great reminder in some of the …
We have all heard the line: Everyone sells. We have heard it over and over. It is typically combined with some cute anecdote about a child convinces his or her mother for an ice cream cone or a new toy or to stay up and watch a show. Yes, we all have to convince another …