The Top Ten Reasons Why Salespeople Get Outsold

This article covers why salespeople really do not know why they have won or lost business, although often they think they do. In order to help in diagnosing why one may have lost some deals, the article shares, in letterman-style reverse order, the top ten reasons that salespeople get outsold. [BNET Annotation]

Is My Company Experiencing a Sales Breakdown?

Here are a number of the key components of an effective sales operations infrastructure. If your company is not tuned up and ready for action, you’ll be left exposed, under-supported or left to waste your precious time on unproductive activities.

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies have come to depend on it as their default sales strategy. Employing a go-to-market strategy of being the lowest cost provider is one thing, but dramatic, tactical discounting on every deal will erode your company’s margins and leave you digging a deeper and deeper hole in which your company will ultimately bury itself.

Focus on Corporate Governance Requires a Business-Oriented Selling Approach

If you are selling products or services that are critical to your prospect’s success or for that matter, their very survival, your proposal will likely be elevated to the board of directors level for final approval. How do you sell at the board level?