Do you negotiate with customers daily? Are your margins eroded due to price pressure from competition? Can deadline pressure result from tough negotiations? Can customer complaints result in negotiation?
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I remember in my sales management days I inherited a BDM when I started a new job whom I’ll call “Peter”. He had over $4 million worth of opportunities he was waiting to close, and plenty of new opportunities he had generated too. His pipeline was more than impressive, it was exciting. However, as the weeks turned into months most of the deals weren’t closing. They had stalled.
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Do you want to know one of the most common weaknesses we find when asked to improve a sales team?
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If selling on value is the way to defeat selling on price then what can we do to provide more value to increase our sales results?
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In 2008 the greatest recession since 1929 slammed into the world with full force, which we have come to know as the Global Financial Crisis.
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Working out how to inflate or accelerate a skinny sales pipeline is an issue we all deal with at some stage.
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Here are two sales management examples that result in two totally different outcomes.
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