Articles Tagged - SalesTools

January 21, 2014

Are Sales Enablers Disabling You?

Sales people should be selling…so why overload them with other tasks?

On average, salespeople spend less than 35% of their time actually selling.    This finding, reported in Clearslide’s "4 Reasons Why It’s Time to Reboot Technology,” is not a big surprise to most sales professionals. But it certainly gets the attention of sales managers and senior sales leaders.     No one wants it to be this way. Everyone knows that more time spent selling adds up to more goods and services being sold. More revenue. More profit. So why is this the...Continue reading

By Deb CalvertPosted in Sales & Business Development on January 21, 2014

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September 5, 2013

Value, Value Added and Value Creation

Empowered buyers appreciate sellers who deliver value-Be that seller.

It used to be enough for a seller to deliver on the value that mattered most to the buyer. If a buyer expressed a preference for “made in the USA” and the seller had products manufactured in America, the value was recognized and the solution was sufficient. As competitive pressures increased, marketers began adding value to incentivize buyers. In addition to meeting preferences like “made in America,” companies began offering added value, everything from the old S&H Green...Continue reading

By Deb CalvertPosted in Sales & Business Development on September 5, 2013

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