Tag: Sales Process

The Dreaded RFP: Where Value Selling Goes to Die?

I recently gave a presentation on strategic pricing. Afterwards, an audience member who leads a marketing firm asked for advice on how to handle RFPs (requests for proposal). Her question: “How can we sell value when we can’t even talk to decision-makers?” Procurement Over Value RFPs function as an entry point into an organization through…
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Surprising Sales Stats Regarding Quota Attainment

Salespeople are in it for the money! It’s a common belief and one you may think is true. If so, you might be tempted to construct a compensation plan that heavily favors pay for performance. Of course, salespeople want to be paid well. Everybody does. And I whole-heartedly support compensating salespeople to reinforce the behaviors…
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Revenues Reimagined with Pricing

Everyone at Boost Profits thinks about sales – a lot. I write about how to increase sales – a lot. Our mission is to help sales organizations increase sales – a lot. And, if you are familiar with our work and/or read my blog, you probably know this and know something of how we do…
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Instead of Tricks and Tactics Do This

I recently conducted a role play with a younger salesperson who once worked at a large organization that engaged outside sales trainers. During our session I was struck by the fact he had used my first name six times in about a three-minute conversation. So, I asked him about it. He said he was taught…
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10 Fixes for an Unreliable Pipeline

How reliable is your company’s pipeline? If you are like most of the companies we encounter, it is less than stellar. We find there are four main reasons for it: Salespeople are indirectly rewarded for growing the pipeline because sales meetings are focused on regurgitated discussion of tired old pipeline opportunities and salespeople are allowed…
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Fix the 3 Most Common Revenue Killing Excuses

The title says it all. Here are 3 common revenue killing excuses, what makes them detrimental, and how to fix each one. Excuse #1: “I’m too busy taking care of customers. I am going to skip some of my daily prospecting activities and catch up on them tomorrow (or next week, or next month).” Common…
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College Football Wagering and What It Has to Do with Sales

While I was watching ESPN’s College Game Day, I heard Chris “The Bear” Fallica, who is a research producer and sports betting analyst for ESPN, make an observation about betting odds that was a revelation to me. He commented that when people place bets, they generally bet on the outcome they want. Of course! It’s…
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