Tag: sales advice

Sales Effectiveness – Gift #5
Securing Commitment

Fifth in our series of sales effectiveness tips is Securing Commitment. After demonstrating value comes earning the client's wholehearted commitment. Why wholehearted? Because lasting success requires their engagement and advocacy, especially if their decision may face internal resistance. Related Insights Sales Gift #1 Sales Gift #3 Sales Gift #2 Sales...

Sales Effectiveness – Gift #4
Prove Your Mettle

Next in our series of sales effectiveness tips is Prove Your Mettle. After qualifying and confirming a client’s need, the next step is demonstrating qualification to meet that need. Below are a few prerequisites for a compelling value proposition. The Kormac Group meets clients at their point of need with...

Sales Effectiveness – Gift #3
Qualify the Need

Next in our holiday series of sales effectiveness tips is Qualification of Need. After listening and establishing credibility with the client, the next phase of relationship development requires thorough investigation of client needs, expectations, and motivation. Ideally, this exploratory process engages both buyers and authorizers to qualify the need. Related...

Sales Effectiveness – Gift #1
Start by Listening

Sales is the watchword this winter. As companies strive to rebuild momentum, many executives are realizing that their sales teams consist of more “farmers” than “hunters.” Teams that performed well in a favorable market are now struggling to deliver fruitful new relationships. Therefore, we’re sharing some sales effectiveness tips as...

B2B Sales
New Rules (Same as the Old Rules)

Kormac is helping several leading organizations to grow revenue despite the challenging market conditions. Some are expanding through strategic acquisition – especially vertical integration – while others are focused on shifting from transactional sales to subscription/annuity models. For those with B2B salesforces struggling to find traction, to follow are a...