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Posts filed under 'Sales & Business Development'

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    January 7, 2013

    Before You Respond, Make Sure You’ve Got the REAL Objection

    A Seller’s Guide to Averting Rejection

    By Deb Calvert, President, People First Productivity Solutions There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn't go into that. Instead, this post focuses on a fundamental first step that most sellers forget when responding to an objection.   Unless you take this critical step, no response to the objection will really be adequate. You’ll lose valuable time and blow “hot air” no matter how eloquent and technically correct...Continue reading

    By Deb CalvertPosted in Sales & Business Development on January 7, 2013

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    December 4, 2012

    Sales Professionals: What about the Buyer’s Process?

    Having a sales process is good, following your buyer's process is even better.

    By Deb Calvert, President, People First Productivity Solutions Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a logical progression from opening the sale all the way through to closing the sale.   Having a sales process is a good practice.   Knowing and following your buyer’s process is an even better practice.   The buyer’s process is simple, and...Continue reading

    By Deb CalvertPosted in Sales & Business Development on December 4, 2012

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    November 18, 2012

    You Only Get One Chance to Make a First Impression

    Learn to focus your efforts on opening doors for productive customer relationships.

    By Deb Calvert, President, People First Productivity Solutions Before any sale can be made, a relationship must be opened. And if multiple sales are to be made to the same customer, that relationship must be maintained and maximized through continually opening new opportunities and, sometimes, new relationships that will enhance the buyer/seller partnership. Many sellers focus too much of their time and attention to closing sales. By doing so, they lose alignment with the buyer’s...Continue reading

    By Deb CalvertPosted in Sales & Business Development on November 18, 2012

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    October 9, 2012

    Ten Ways to Prepare for a Tough Negotiation

    Learn to plan ahead or be at a huge disadvantage.

    By Deb Calvert, President, People First Productivity Solutions By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t plan ahead, chances are that you’ve walked in to a fait accompli, a done deal, a ship that’s already sailed. If the other party has prepared in these ten ways and you have not, then you’re at an extreme disadvantage. It’s unlikely that you can recover from this inferior...Continue reading

    By Deb CalvertPosted in Sales & Business Development on October 9, 2012

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    September 11, 2012

    You Are the Ultimate in Added Value

    How can you (not your company, not your product, but YOU) add value to your customers?

    By Deb Calvert, President, People First Productivity Solutions In selling, the term “value added” has taken on a life of its own. This term has a variety of meanings and interpretations, which is confusing for buyers and sellers alike. Here are just a few examples of what “value added” has meant in different industries:   We will throw in some extra features or upgrades at no additional cost. We will wine and dine you, give you some baseball tickets, or invite you...Continue reading

    By Deb CalvertPosted in Sales & Business Development on September 11, 2012

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    September 9, 2012

    Six OTHER Traits To Succeed In Sales

    What Traits do you think of when describing a good sales person?

    What Traits do you think of when describing a good sales person?  Typically they are personality traits: outgoing, thoughtful, positive, responsive, knowledgeable, etc.… Although personality traits are very important, there are six OTHER traits you or your employees should focus on to succeed in sales.    1)  Take it personally! When you take things personally, you hold yourself accountable.  By holding yourself accountable you: become the go-to person become the...Continue reading

    By Lisa WoodsPosted in Sales & Business Development on September 9, 2012

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    July 22, 2012

    A Guide to Business Development: Balancing Skill, Boldness & Luck

    What is Business Development and how can you do it well?

    It is the most ambiguous of business disciplines…something many want to do, but few are able to define or do well.  This is due to the nature of business development being something beyond the scope of a company’s every day business activity, as well as the inconsistent placement of the activity in different organizations.  Sometimes it is part of sales, sometimes marketing, an outside consultant can lead the effort or a department of it’s own is often created.  We define...Continue reading

    By Dan WoodsPosted in Sales & Business Development on July 22, 2012

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    May 9, 2012

    Four Ways to Transition Business Development into Sales Revenue

    At what point should sales support business development efforts?

    Sales and Business Development are often interchangeable words for many companies due to lack of resources, or past routines.  If you are one of those companies, you are probably missing out on growth opportunities.  There are distinct differences between Sales & Business Development that require different talent profiles, organizational structures and strategic initiatives.  Look at your own sales and business development organization; are you set up for growth?   Here are Four...Continue reading

    By Lisa WoodsPosted in Sales & Business Development on May 9, 2012

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