Advanced Tools that Boost Sales Results

Having a CRM to enable your sales team is just table stakes. Today, sellers need advanced tools to help with their sales efforts—tools such as predictive analytics software, cloud-based document software, and esignature software. Listen as Monte Wilson, Vice President, Head of Americas Field Operations for Digital Media at Adobe Systems, discusses how those types of tools help companies win sales—and close them faster—and develop longtime relationships with customers.

Direct download: Sales_Tools_and_Technology_Wilson.mp3
Category:podcasts -- posted at: 7:00am EST

New Era of Sales Calls for a New Type of Seller

In sales situations, 59% of the executives who make buying decisions don’t want to meet with a salesperson. That doesn’t mean salespeople aren’t needed. It means their role has changed. They’ve become guides in what’s become a very processed-driven selling system. Listen as Tom Searcy, author of Life After the Death of Selling, explains sellers’ new roles and what sales leaders must do to ensure their teams perform well.

Direct download: New_Era_of_Sales_Searcy.mp3
Category:podcasts -- posted at: 7:00am EST

Improve Key Account Management, Create a Selling Center

When 80% of your business comes from 20% of your customers, it’s critical to retain and grow those accounts. The best way to manage those key accounts is through a Selling Center, a permanent team committed to the account that maintains and increases the value of the relationship over time. Listen as Carl Herman and Joël Le Bon, authors of Key Account Management, explain how to improve your key account management.

Direct download: Key_Account_Management_Herman_Le_Bon.mp3
Category:podcasts -- posted at: 2:22pm EST

The Customer Is Always Right, Even If They’re Wrong

People have strong beliefs. Those beliefs may not be correct, but you will never win those buyers over by telling them their belief system is wrong or flawed. To earn people’s business, you must accept their beliefs for what they are and learn how to communicate in a way that validates what they believe is correct, says Jay Samit, author of Disrupt You!

Direct download: Customer_Is_Always_Right_Samit.mp3
Category:general -- posted at: 4:02pm EST



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