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Sales Effectiveness Newsletter
Delivering useful and insightful information to
sales professionals |
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Table of Contents Based on the feedback from our recent Placeware hosted Business Interest Seminar, we are scheduling an Introduction to Vortex Selling Workshop in Palo Alto, CA on Thursday, May 22nd. See the difference we can make in one day – then you decide if it is worth talking further with us. Check out our previous on-line newsletter articles at: Sales Effectiveness Newsletter Archive including the three articles from the series "Unlocking the Power of the Shape and Velocity of Your Sales Funnel": The Art of Measuring Sales; Shape and Velocity Management and Optimizing the Sales Process. Questions and/or Feedback? We welcome your questions and feedback. What articles did you find particularly relevant and useful to your own situation? What topics would you like to read in our future newsletters? Would you like advice from our experts on these, or other, sales effectiveness topics? Contact us with your questions.
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Solving Solution Selling
Martyn Lewis |
| Since the 1970's, and some
would say for many years before, organizations have been trying to adopt
more of a solution or consultative style of selling. In fact, from my
experience in dealing with many sales organizations over the years, this is
the most commonly stated desire. Yet, strangely enough, my experience also
suggests that in spite of numerous attempts few organizations have achieved
this elusive goal. In this article, I define exactly what the term "solution selling" means and then, based upon that clearer definition, endeavor to provide the key ingredients to the successful adoption of this selling style. I also look at the barriers that represent the reasons why solution selling is so elusive and explore situations where, in fact, the solution selling style may not be appropriate. |
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Gone Fishing Barry
Trailer |
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| Last month, Barry's featured
article:
Garbage In, Garbage … Well, You Know outlined a more scientific approach
to lead qualification through the creation of a quality prospect definition
and rating. "Gone Fishing" goes on to explore the "Life of a Lead" in your
organization. Have you mapped this process and do you know where the
bottlenecks are? Do you have an agreed upon, workable definition of what a
lead is? Five steps are outlined to guide you in organizing and/or improving
your lead generation processes.
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Sell From the Inside Out Martyn
Lewis |
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| From Martyn Lewis' upcoming
book "Sales Wise - an anthology of selling stories, follies, and fables",
each with a relevant and timely sales message. To be published later in
2003. If you wish to be notified of publication date,
please e-mail us. Too often Sales is viewed as no more than the mouthpiece of the organization - the folk who need to go out there and tell the world about our offerings. This is, however, almost always a faulty strategy. |
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