Month: August 2021

Trusted Advisor

A Trusted Advisor

In many businesses, it is the people that matter. The personal relationship and trust that a long term relationship elevates a vendor into A Trusted Advisor. Trusted advisors are more likely to have their advice taken, open new lines of communication, gain referrals and have more constructive and effective client interactions. LEAD WITH TRUST The most effective leaders …

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Spin Selling

SPIN Selling

If you’re a B2B salesperson, you’ve probably heard about SPIN Selling. It’s one of the most well-known selling systems. It gives reps a research-backed framework for working and closing complex deals with extended sales processes. The strategy focuses on asking good questions in the right order, using active listening, and translating the prospect’s needs into …

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Win / Loss Analysis

Win / Loss Analysis

No matter how good you are, there are always ways to get better, and ways to continue boosting that winning percentage until you’re finally crowned a champion.  That’s why Best-in-Class organisations undertake Win / Loss Analysis. If we understand what we have done well that can then be engrained into our sales strategy. More importantly, …

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