solution selling

  • How to Sell Value versus Price

    Sell Value versus Price in Complex Sales Situations In today’s market, the real winners in complex sales situations focus on customer value, not price – even when price is a critical factor.  How?  Top solution sellers know that buyers ultimately…

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  • Should Lies Be Part of Your Sales Negotiation Strategy?

    Lies and Sales Negotiation Strategy How often do you think lies have been a part of your sales negotiation strategy – either implicitly, explicitly, on your side or on the other side of the table?  Should they be?  Are lies…

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  • Top 4 Sales Leadership Mistakes to Avoid

    Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated In some respects, selling solutions is pretty basic.  You have a product or solution; you find a likely prospect that appreciates your offering; you add value; and you…

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  • How to Find and Keep Your Ideal Target Customer

    Find and Keep Your Ideal Target Customer and Why It Matters We define ideal target customers as those who will profitably, happily, and consistently buy from you the majority of the time.  High Growth firms are almost three times as…

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  • How to Grow Existing Accounts Faster

    Grow Existing Accounts Faster If you want to increase revenue, go first to your existing customers.  According to research by Bain & Company, retaining current customers is almost 7 times less costly than acquiring new ones and repeat customers spend…

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