Posts Tagged ‘Sales Strategies’
Developing Your Sales Positioning Statement: What Keeps IT Executives Awake
Wednesday, March 10, 2010 10:18 No CommentsCrafting rock-solid positioning statements is essential to qualifying and closing a sale. The statements should also incorporate your product’s value propositions; they must relate to the problem or opportunity you’re trying to solve for the company. Creating positioning statements can be very difficult if you don’t have correct knowledge about the account you’re trying to close. Utilizing sale intelligence resources and asking the right questions are the best ways you can collect information about a company.
CIO Budgets and Capital Spending Will Increase in 2010
Monday, March 8, 2010 10:31 1 CommentAccording to the December 2009 CIO Economic Impact Survey, CIO budgets and capital spending are both increasing from the previous years levels. When asked the same question in May 2009 only 14% of respondents said their budgets would be increasing compared to 40% in December 2009.
Top 5 Sales Faux Pas
Wednesday, March 3, 2010 12:54 No CommentsWhile faux pas in the world of sales may not be as material as mismatching socks or flood pants, the implications of committing a sales faux pas are arguably more devastating. Committing these five “no-nos” will almost assuredly cost you the sale, or at the very least, will lengthen your sales cycle and hinder your ability to hit your quota.
Why You Must Align a Prospect’s Business Drivers with Your Solutions
Monday, February 22, 2010 13:19 No CommentsBusiness drivers are the groundwork for starting a sale. Once you know what they are, you can determine if you should go after that account or move on to the next one. Don’t try to force your solution upon a company. You probably won’t get the sale. Even worse, if you do close the sale, the solution might not live up to their standards and won’t provide the ROI they were expecting. The best approach is to ask the right questions so you can better understand your prospect’s business drivers and get a clear picture of what they’re trying to accomplish before wasting any more of their (and YOUR) valuable time.
How to Shorten Your Sales Cycle Using Sales Intelligence and Account Planning Strategies
Wednesday, February 10, 2010 15:35 No CommentsHaving long, ineffective sales cycles is a major problem for any sales department. Sales reps want short sales cycles so they can increase their number of contracts, spend less time per sale and close a larger percentage of their opportunities.
