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Creating Real Value for Customers
The purpose of a sales force is to create, not merely communicate, value.
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Escaping the Price-Driven Sale: How to Sell to Customers at a Premium
If you offer clients value they will actually erect barriers to the lower-priced competition.
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Prospecting for the Major Sale
Successful sales prospecting requires a customer-centric and consultative approach. This paper details how to make your prospecting efforts more highly effective
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Rational Forecasting
Accurate sales forecasting is a result of good sales strategy. This paper examines this important correlation, looks at how buyer behavior effects forecasting, and how to construct accurate forecasts.
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Selling to the C-Suite
Trying to get to any C level or senior decision-maker is arguably the hardest part of a sellers job. Huthwaite's research suggests there are 3 things that will increase your odds of getting that appointment.
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The Age of the Guru is Gone
With the generally mixed results and the high level of cynicism associated with behavior change, the marketplace now demands proof that a sales process, technique or philosophy will work prior to an engagement: the marketplace is no longer buying hope.
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The Changing Role of Decision-Makers
Find out how the affects of the velocity of information and quality revolution have changed the role of managers.
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Why Cross-Selling Fails
If cross-selling initiatives can benefit buyers and sellers alike, why do they rarely succeed? This white paper explores the market forces driving the necessity for cross-selling, the typical reasons cross-selling initiatives fail and how companies can position and sell their expanded offerings more effectively.
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Selling Consultative Services
The results from our studies have led to the development of sales models that have been extensively tested in the professional services sale.
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