10 Posts found for Author: Jeff Thull

Customers are rarely to blame for long-drawn out delays. Instead, it is salespeople themselves who are the biggest contributors to the delays they find so frustrating. Paradoxically, it is the eagerness to move the sale along that leads them into the trap of prematurely presenting solutions for problems their customers don’t clearly recognize they have.

Content: Article | Author: Jeff Thull | Source: 1to1 media | Subject: Marketing / Sales

Here are five of the most important skills every sales professional should possess.

Content: Article | Author: Jeff Thull | Source: Inc. Magazine | Subject: Marketing / Sales

Even the most sophisticated professionals get caught in the presentation trap. They spend an inordinate amount of time preparing for a razzle-dazzle presentation and often lose sight of the issues at hand.

Content: Article | Author: Jeff Thull | Source: CEO Refresher | Subject: Marketing / Sales

When you follow the conventional sales process in a complex sale, you run head first into a series of traps that grow progressively more difficult to avoid and that make a positive outcome for the sale ever less likely.

Content: Article | Author: Jeff Thull | Source: CEO Refresher | Subject: Marketing / Sales

Your initial contact with a prospective customer leaves little margin for error. The first conversation is the most critical and least forgiving point of the entire sales process.

Within the first 20 seconds you must simultaneously establish relevance and credibility–or you will be dismissed as just more marketing noise in the relentless barrage of sellers looking for attention.

Content: Article | Author: Jeff Thull | Source: MarketingProfs | Subject: Marketing / Sales

How often has a sale been lost after we believed the customer clearly understood their problem and would make a logical, quality decision?

Content: Article | Author: Jeff Thull | Source: MarketingProfs | Subject: Marketing / Sales

Companies everywhere are struggling to differentiate their offerings. They dream of establishing an unassailable market position for their solutions, a position that will enable them to capture a lion’s share of the customer’s mind and wallet.

But to their frustration, no matter how enticingly and expertly their portraits of the solutions are painted-to customers, their solutions and their competitor’s solutions usually end up looking amazingly alike.

There … [ Read more ]

Content: Article | Author: Jeff Thull | Source: MarketingProfs | Subject: Marketing / Sales

Selling has become so complex; its very nature has changed. A systematic approach provides a navigable path from the first step of identifying potential customers, through multiple critical decisions, the sale itself, and into expanding and retaining profitable customer relationships.

Content: Article | Author: Jeff Thull | Source: CEO Refresher | Subject: Marketing / Sales

The high stakes business-to-business sector is confronting a substantially unaddressed value gap. Sellers are creating complex, value-laden solutions, but their customers are unable to achieve the promise of those solutions. There is a huge and attractive opportunity in this value gap.

Content: Article | Author: Jeff Thull | Source: CEO Refresher | Subject: Marketing / Sales

Author presents the Prime Process, which describes a customer-centered approach that clearly sets you apart from the competition, and positions you with respect and credibility as a valued and trusted advisor. DLC: Selling–Handbooks, manuals, etc.

Read review at: Content: Book | Author: Jeff Thull | Subject: Marketing / Sales