solution selling

  • 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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  • How to Start a New Sales Territory to Beat the Competition

    Start a New Sales Territory Being asked to start a new sales territory is often full of opportunities and challenges.  Successfully ramping up and running a new sales territory is a big responsibility that could make or break your career…

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  • 5 Steps to Prepare for an Important Sales Negotiation

    The Most Basic Sales Negotiation Principle Preparation is key to any successful sales negotiation.  When you spend the time to examine the possibilities of a negotiation and plot your approach, you are far more likely to come to a settlement…

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  • Are You Chasing the Wrong Customers?

    The Wrong Customers Waste Time, Money and Energy New salespeople are so eager to show a robust pipeline and close deals that they often find themselves chasing the wrong customers.   They mistakenly make pitches to anyone who will listen.  Conversely,…

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  • The Difference between Selling and Helping Your Customers to Succeed

    Top Performing Sales Reps Add Value The difference between selling and helping your customers to succeed cannot be overemphasized.  Selling solutions is not just about you, your products or your sales quota.  Selling solutions is about creating measurable value for…

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