Comments for Sales and Sales Management Blog http://salesandmanagementblog.com Climate declared: 3.4 kg of CO2 per kg of product due to excessive amounts of hot air Wed, 15 Feb 2012 15:43:11 +0000 hourly 1 http://wordpress.com/ Comment on Book Review: High-Profit Selling, by Mark Hunter by Reuben Swartz http://salesandmanagementblog.com/2012/02/14/book-review-high-profit-selling-by-mark-hunter/#comment-9546 Wed, 15 Feb 2012 15:43:11 +0000 http://salesandmanagementblog.com/?p=2685#comment-9546 Looking forward to reading this book. Sales reps need to sell value, not just because of the short term impact on profit, but because in the long run, if you can’t sell value, a computer will be able to sell better than you. Too many reps (and sales leaders) think a “win” in sales is closing the deal. The close is just the start of the real relationship.

While it’s important to sell value, some customers will not perceive as much value as others. Companies have 2 choices: they can lower prices across the board, or they can segment the market and sell slightly different solutions to each segment. This means that you can’t get full value for half price. You can get full value for full price, or half value for half price. Value is in the mind of the customer, and if the customer just isn’t seeing the value, be prepared to not only reduce price, but take away the parts of your solution the customer says they don’t value.

]]> Comment on Guest Article: Breathless Business, by Dan Waldschmidt by sandrajones123 http://salesandmanagementblog.com/2012/02/13/guest-article-breathless-business-by-dan-waldschmidt/#comment-9542 Wed, 15 Feb 2012 12:25:39 +0000 http://salesandmanagementblog.com/?p=2679#comment-9542 Inspiring read….. and I agree with every word of it. Now-a-days business leaders are contempt with what they do or the decision they take. Every step of the way they feel that it is ‘enough’, sacrificing the possibility to become something extraordinary. We need business leaders who could be see past that limitation.

]]> Comment on Guest Article: Breathless Business, by Dan Waldschmidt by Guest Article: Breathless Business, by Dan Waldschmidt ? Sales … | Beverly D Angelo Dating http://salesandmanagementblog.com/2012/02/13/guest-article-breathless-business-by-dan-waldschmidt/#comment-9538 Wed, 15 Feb 2012 07:35:28 +0000 http://salesandmanagementblog.com/?p=2679#comment-9538 [...] Source: http://salesandmanagementblog.com/2012/02/13/guest-article-breathless-business-by-dan-waldschmidt/ [...]

]]> Comment on Book Review: High-Profit Selling, by Mark Hunter by Barnes and Noble Nook Color e-Reader Tips and Tricks | My Ebook Reader http://salesandmanagementblog.com/2012/02/14/book-review-high-profit-selling-by-mark-hunter/#comment-9524 Tue, 14 Feb 2012 17:35:16 +0000 http://salesandmanagementblog.com/?p=2685#comment-9524 [...] Barnes & Noble NOOK Color e-reader tablet updated with more magazine optionsThe particular Full Color Nook Ereader From Barnes And NoblePurchase On the net Textbooks alongside Barnes and Noble Coupon CodeEffective Affiliate Marketing Tips and TricksCreating Your Own Successful Newsletter – Tips and Tricks You Need to Know – fretzparkTips and tricks relating to how to get rid of pimplesAnimals within Heaven writer called to be able to Barnes as well as Noble’s Rising Star listPurchase Online Textbooks with Barnes and even Noble Coupon CodeBook Review: High-Profit Selling, by Mark Hunter [...]

]]> Comment on Guest Article: Breathless Business, by Dan Waldschmidt by Guest Article: Breathless Business, by Dan Waldschmidt ? Sales … | Funny News Kids http://salesandmanagementblog.com/2012/02/13/guest-article-breathless-business-by-dan-waldschmidt/#comment-9519 Tue, 14 Feb 2012 09:49:13 +0000 http://salesandmanagementblog.com/?p=2679#comment-9519 [...] Source: http://salesandmanagementblog.com/2012/02/13/guest-article-breathless-business-by-dan-waldschmidt/ [...]

]]> Comment on Guest Article: Breathless Business, by Dan Waldschmidt by harnessingyourpotential http://salesandmanagementblog.com/2012/02/13/guest-article-breathless-business-by-dan-waldschmidt/#comment-9517 Tue, 14 Feb 2012 08:14:09 +0000 http://salesandmanagementblog.com/?p=2679#comment-9517 Good post. Thanks.
It is so true that we want to always follow a pattern, a habit.
Breaking out of habit is not something we can do easily.
When we are out in the woods, we don’t enjoy nature, but wait for our blackberry to beep….
And when we are at work, we imagine how nice it would be to be in the woods…..
Just a habit. An unbreakable habit.

Being in the present, wondering produces creativity.

Thanks!
Rajesh
http://harnessingyourpotential.wordpress.com

]]> Comment on Guest Article: Smartening up your message as part of your sales strategy for success, by Colleen Francis by Dell appointed former CEO of CA served as president of Software Group « Information and Resources on Web Design and SEO http://salesandmanagementblog.com/2012/02/06/guest-article-smartening-up-your-message-as-part-of-your-sales-strategy-for-success-by-colleen-francis/#comment-9498 Sun, 12 Feb 2012 06:50:07 +0000 http://salesandmanagementblog.com/?p=2674#comment-9498 [...] The Bivium Group – adventures in headhunting – Boston software engineer jobs & Scott Dunlop newsService Quality CentralGreen & WhiteThe social web: Ben Werdmuller von ElggThe Cirrostratus GroupSales and Sales Management Blog [...]

]]> Comment on Killer Communication Strategy by Ian Hockey http://salesandmanagementblog.com/2012/02/01/killer-communication-strategies/#comment-9485 Thu, 09 Feb 2012 14:31:59 +0000 http://salesandmanagementblog.com/?p=2665#comment-9485 I have a feeling we are all guilty of this!

]]> Comment on Killer Communication Strategy by Christopher S. Rollyson http://salesandmanagementblog.com/2012/02/01/killer-communication-strategies/#comment-9481 Thu, 09 Feb 2012 03:07:52 +0000 http://salesandmanagementblog.com/?p=2665#comment-9481 Paul, thanks for taking point blank aim at “selling harder.” Your post precipitated this one [http://bit.ly/redrawb2b], which explains the economic megashift as context for B2B “selling.” To add to your last point, “every communication you have with a prospect or client is teaching them to either pay attention to you..”, this becomes an order of magnitude more powerful within a social business context because everybody’s watching. They either see a “sales” person as self-serving and pushing product or someone who is sincerely putting the client first and serving him/her without a line-of-sight sale in view. And these acts of service are annuities! At any time in the future, qualified prospects will locate and be inspired or turned off by behavior in digital social venues. It’s where the puck is.

]]> Comment on In 2012 the New Normal in Sales Is . . . by Jeff Blackwell http://salesandmanagementblog.com/2012/01/27/in-2012-the-new-normal-in-sales-is/#comment-9478 Wed, 08 Feb 2012 21:02:59 +0000 http://pmccord.wordpress.com/?p=2658#comment-9478 Great article Paul. In addition, I would like to believe that many share thoughts regarding “attempts to be relevant and gain some attention”.

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