Thoughtful article by Jeff Thull on Jonathan Farrington’s blog talking about the “death” of solution based selling. He makes some good points – although I think he’s somewat over-egging the point and deliberately painting solution selling in an old fashioned way that is rarely used.
Nice template for the development of value propositions. I’ve seen lots of methods/templates – but this is the best of them. Especially important is the inclusion of a “proof point” to ensure the value proposition isn’t just a boastful claim.
Article challenging the simplistic “80% of your sales come fom 20% of your customers” rule in sales – and showing how mistakes in this area can be avoided.
A series of excellent, in-depth and unbiased book reviews of a number of sales-related books. Well worth a read both for picking your next purchase, or for checking out a book you might want to buy.
Colleen Francis with some good thoughts on the best opening line to use when cold calling. Here’s more on sales scripts, writing an elevator pitch and telephone sales script as well.
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