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Hunter and farmers – it’s time to change sales strategy – A STC Classic
A Classic - '63 Corvette The Hunter-Farmer framework has been used for a very long time to configure sales forces. The idea is to designate a group of sales people as Hunters – responsible for...
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Selling value – the power of a personal value proposition
Personal Value Propositions for Sales Reps Winning in B2B sales means doing a better job helping customers arrive at a more comprehensive view of their needs and more compelling views of your solution....
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Sales tip – opening
Sales Tips Opening does not take long, but how you start often determines how you finish. So although there are no magic words, you do need to think about it. Three specifics stand out – you should...
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Sales tip – handling sales objections
Sales Tips No matter how good you are at selling you will get some objections. So, let’s review a couple of tips for handling them. First, most major objections in any given sales environment are...
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