Sales techniques
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SPIN Selling and Major Account Sales Strategies by Neil Rackham - THE gold standard in selling skills.

SPIN Selling and Major Account Sales Strategies by Neil Rackham - THE gold standard in selling skills. | Sales techniques | Scoop.it
From a seller's perspective it is important to get in step with your major accounts processes, rather than trying to manipulate them into yours.

Via Peter Smith
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Peter Smith's curator insight, January 14, 2013 11:18 AM

Despite the tacky name of "SPIN",both of these books are the gold standard in sales training. They are based on behavioral psychology and works.These two along with Strategic Selling (Miller Heiman) are the only 3 books you need.

Rescooped by Ian Mortimer from I can explain it to you, but I can't understand it for you.
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Show, Don't Tell: Getting Started with Thought Leadership Marketing

Show, Don't Tell: Getting Started with Thought Leadership Marketing | Sales techniques | Scoop.it

In marketing and selling of IT services, showing is better than telling.


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Rescooped by Ian Mortimer from Sales Best Practices (sales.eu.org)
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Selling the Invisible

Selling the Invisible | Sales techniques | Scoop.it
New Blog Post Selling the Invisible - I research the business of IT services, especially the marketing and selling o... http://t.co/EjuofnsE

Via Laurent J.V. Dubois
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SPIN - for the independent management consultant | Helping ...

SPIN - for the independent management consultant | Helping ... | Sales techniques | Scoop.it

The beauty of using SPIN in selling management consulting is that it proves and improves your quality as a consultant. Management Consulting is 50% questions, 40% facilitation (which is also asking questions) and 10% ...


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LinkedIn For Salespeople – How to Get Recommendations ...

LinkedIn For Salespeople – How to Get Recommendations ... | Sales techniques | Scoop.it
solution selling LinkedIn – Get Your FREE Copy of: “Maverick Prospecting Secrets” By Joining my LinkedIn Group: http://www.linkedin.com/groups?gid=1859052&mostPopular=&trk=tyah. FREE PODCAST: ...

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SaaS companies can't afford to sell - Practical Advice on SaaS ...

SaaS companies can't afford to sell - Practical Advice on SaaS ... | Sales techniques | Scoop.it
Most companies offering a software-as-a-service (SaaS) solution can't afford to sell it. ... The best of these sales efforts may follow "solution selling," "SPIN," "customer-centered selling" or some other sophisticated technique.
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The End of Solution Sales Creates Non-Sales Selling

The End of Solution Sales Creates Non-Sales Selling | Sales techniques | Scoop.it
Business management magazine, blogs, case studies, articles, books, and webinars from Harvard Business Review, addressing today's topics and challenges in business management.

Via Martin (Marty) Smith, Brian Yanish - MarketingHits.com
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Martin (Marty) Smith's curator insight, June 12, 2013 1:43 PM

This HBR post is fitting into my read of Daniel Pink's To Sell Is Human. Excellent insight on how the nature of sales is changing WHO we need to do WHAT. 

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SPIN Selling and Value Based Pricing – Friends or Foes? | The Wiglaf Journal

SPIN Selling and Value Based Pricing – Friends or Foes? | The Wiglaf Journal | Sales techniques | Scoop.it
Is pricing out of touch with the market? Are salespeople frittering away profits? Are these two groups really at war with each other? Or, are they aiming for the same goal but language differences are preventing proper teamwork?

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How To Sell Value Instead Of Commodities

How To Sell Value Instead Of Commodities | Sales techniques | Scoop.it
Author and consultant Alexandra Levit explores how one large company shifted to a value-based selling strategy -- and how you can do the same. (3 critical words in sales mgt: measure, measure & measure.
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Rescooped by Ian Mortimer from Sales Best Practices (sales.eu.org)
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One Size Does Not Fit All

One Size Does Not Fit All | Sales techniques | Scoop.it
I wrote about "The End Of Solution Selling" the other day.  There's a rich conversation, about this at the HBR site of the original article, kicked off by my friend, Charlie Green.  My friend Jack ...

Via Laurent J.V. Dubois
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The End of Solution Selling? – Hardly…

The End of Solution Selling? – Hardly… | Sales techniques | Scoop.it
I have been meaning to write about an HBR article the was published last August on “The End of Solution Selling” and the referenced material in the comments that followed on line related to “The Challenger Sale” The sales ...
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Solution Selling | LEAF Commercial Capital

Solution Selling | LEAF Commercial Capital | Sales techniques | Scoop.it
Solution selling is the art of solving customers' problems by specifying and providing the perfect mix of equipment, services, consumables and financing. When properly executed, solution selling reduces costs and increases ...
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