“The world has changed and if salespeople are only focused on what to say and do on a sales call, they are missing the most important measure of sales effectiveness” said Merit Kahn, CEO of SELLect Sales Development and co-host of The Smarter Sales Show podcast on The Sales Experts Channel. There has never been […]
Are You Relevant?…Rate Your Relevance
Posted byThe ART of business relationships is Authenticity, Relevance and Trust.™ Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here’s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client? Relevance is critical. Today, […]
It’s Time for your Sales Organization to Grow Up!
Posted by5 Steps to Transition to a Dynamic Sales Culture Have you heard the saying “What got you here won’t get you there”? Never is that more true than for the company that has reached the inflection point of moving out of start-up mode and into growth mode. Growth is largely measured one way: increasing revenues. […]
We Are All Selling the Same Thing
Posted byI often open a training session with a very simple question: “What is every person in this room selling?” The typical answers I receive are “ourselves” “trust” or “solutions”. All are good answers, but not the answer I’m looking for. CHANGE is what every hunter-salesperson is selling. The change can be from an existing provider, […]