The Challenger Sale: How To Take Control of the Customer Conversation
“Why should our customers buy from us over anyone else?” That’s it. It’s disarmingly simple. But that one
Brent Adamson • The Challenger Sale: Taking Control of the Customer Conversation
you’re going to use what sales influencer and author Deborah Calvert calls “command statement starter words”: “Tell me a little bit about the events you put on.” “Help me understand . . . ” “Could you please describe . . . ?” “Could you walk me through . . . ? So rather than ask, “How do you market to your buyers?” you can ask, “Could you walk me t
... See moreKeenan • Gap Selling
In this new buyer/seller paradigm, salespeople must prove their worth by adding more value to the process. Sales is no longer about memorizing the call script, the price book, and the top 10 objections. It's about being a genuine consultant and trusted advisor to potential customers.
Mark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
In my opinion, the Internet's rise in prominence has caused a shift in power from the salesperson to the buyer. My findings were a statistical representation of that phenomenon. With this shift in power, buyers will no longer tolerate being strong-armed into a purchase. They will respond to salespeople who are helpful, smart, and respectful of thei
... See moreMark Roberge • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
