Creating a Targeted Prospecting Strategy

Creating a targeted prospecting strategy is the biggest prospecting problem facing sales people from the recent 2017 survey by the Richardson Co. The survey was broken into 6 categories; Prospecting, Negotiating, Closing, Buyer’s Decisions, Productivity, and Team Selling and I commend them for their research and efforts. Over the next several articles, I will share […]

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C-Suite Selling: Identifying the Ultimate Decision-Maker

Sometime it’s tough to know who actually makes the final decision. Well, the person responsible for profit and loss (P/L leader) is the ultimate decision-maker for anything of consequence in his or her domain.  This person can be a CEO or a General Manager or a Plant Manager, or a Product-line Manager, or another title.  […]

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How to win proposals

You can beat your competitors (even if you are new in the business) if you know the art of preparing winning proposals. The prospects usually send a formal document called a Request for Proposal (RFP) that includes all the specs. You need to submit a proposal in response that reflects your ability to meet the […]

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Major mistakes in B2B selling

The stakes are high in B2B selling and even a small mistake can prove to be disastrous.B2B is not just about telling what’s great about your product or service. It’s a blend of multiple strategies that ensure the prospects get attracted towards what are you are offering. Through this blog post, we discuss the mistakes […]

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Things you should expect from your sales team

Members of your sales team are not just bunch of employees working to add revenue to your company. They are the voice of your company. The outside world analyzes the level of quality that your organization can offer by communicating with them. It is obvious to have some expectations from your team when it comes […]

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Signs that you are selling to the wrong people

If you are confused on why you are not achieving targets in spite of a great product and a skilled team, the chances are you are selling at the wrong level. Large Account Retetion Here we have listed some signs to show that it is the time to start seeking the C-Suite and other powerful […]

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How to become the master of B2B selling?

B2B selling is very different than B2C. The reason is there are multiple decision-makers who then influence the ultimate decision maker.  That’s why B2B is called a complex sale. If done correctly, B2B can be very rewarding.  But, if done by trying to sell to one or two people as in its B2C counterpart, the […]

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5 free e-books offered by Sam Manfer

With years of expertise in the sales industry, Sam Manfer has become a renowned name among the professionals from the USA. His sales seminars and books have helped a myriad of individuals who want to make it big in the world of selling. To help the sales professionals, he also offers various e-books for free. […]

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4 Simple Steps for C-level Selling

The main reason companies and sales people lose orders is the sales person delivered the wrong message. It isn’t about price, or competition having something you don’t have.  S/He hears his or her vision of what’s needed will be fulfilled by someone other than you. Bottom line and never forget it: The message the ultimate […]

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What Prevents Sales Success

Selling today is the science of winning buyers over …. Not convincing them. Not asking client focused questions. Sellers must ask questions first and these questions must be centered around the buyer – not you or your product. e.g. “What are your challenges as it relates to such and such?” Notice, there are no I’s, […]

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What makes sam manfer’s sales seminars successful?

Success in every process is a result knowing and understanding the effects of all the elements of the process and then aggressively implementing them.  Like any successful endeavor, one cannot coach themselves, be it in sports, education, or learning how to execute selling processes successfully. Sam Manfer has been a winning coach who has turned […]

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The Importance of Questioning In C-Level Selling

Selling your product or service goes far easier if you are connected to the C-level executive in charge. A combination of various strategies, along with proper preparation helps in easing the path to the C-Suite and to the minds of these top level executives.  Asking focused questions about the exec’s needs and wants is one […]

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5 surefire sales presentation skills

A sales presentation is like a salsa dance. You need to maintain rhythm with your partner at all times. Yeah, you can consider the prospect as your partner. To ensure that each session delights you and your prospect, you must follow a set of techniques. Some of these surefire tips to attain successful results include: […]

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11 Techniques for Sales Professionals to Boost Confidence Levels

11 Techniques for Sales Professionals to Boost Confidence Levels What if I tell you that by boosting your confidence to a substantial level, you can have an edge over majority of your competitors? And yeah, by implementing a set of multiple techniques, you can effectively raise the level of your confidence. Some of these essential […]

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Talk to C-Levels about What Really Matters Now

Today’s sales nugget from Sam Manfer’s book, Take Me to Your Leaders, reminds you that every executive is different, and it can be deadly to spout the “same old party line rhetoric” to everyone. Typically C-levels, CEOs, CFOs, senior VPs, care about corporate survival, competition, market share, and profit/loss. Mid-level managers discuss quotas, budgets, costs, […]

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Build Instant Rapport with C-Level Executives

Ever notice how certain people get along better than others.  Each executive has his or her own chemistry. You must match yours to theirs or they’ll feel uncomfortable answering your questions, which also mean they’ll never believe what you say. Today’s sales nugget from my book Take Me to Your Leaders, helps you identify C-Suite […]

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Don’t Let Your Hard-Earned Relationship Stagnate

Sales people continually tell me they have great relationships with their clients’ C-Level executives.  Well, here is the test. What have you done for your executive lately? What has your executive done for you lately? This is the win-win bond that defines a positive professional executive relationship. Today’s sales nugget from my book “Take Me […]

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5 surefire tips for selling to C-Level Executives

Selling to the decision makers of an organization can be one of the toughest tasks for the sales people. It, therefore, becomes necessary to apply a planned approach to ensure positive results. We present five surefire tips that will boost your chances of closing a deal with C-Suite level executives. Here we go… Treat gatekeepers […]

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How to master the account management skills?

Account management is an art which requires regular practice to achieve mastery. You must also implement a set of techniques to maintain healthy relationships with your clients. Some essential techniques for handling the clients like a pro are discussed below. Learn ins and outs of your client’s business This includes having detailed knowledge of your […]

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C-Level Selling – 5 Steps for Proving Your Price Is Worth It

Getting a better price than your competitor is all about knowing what the prospect is willing to pay extra for. This is usually not obvious, and many times the prospect is not even aware what it is.  But most salespeople ignore digging deeper to uncover the secret motivator. However, to have the assurance you can […]

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