October 2016

3 Tips to Help Salespeople Generate Higher Margins

by David Mears

Could your salespeople be eroding profit margins through excessive discounting? Or through unnecessary product, service, or contractual give-aways? Margin erosion usually stems from the failure to establish differentiated value early in the sales process. Here are 3 tips you can use to turn margin erosion into margin generation.

by David Mears

Sales Readiness, Sales Training, Selling Skills

Fewer Data Dumps, More Discussions

by Kathleen Redd

Often when technical subject matter experts present to customers, they're so passionate about their work that they forget to filter the info they present through the “Why should the customer care?” lens. As a result, customers walk away feeling confused as to what the solution was or how it could benefit them. To successfully influence customer decision-making, assume the role of discussion leader, not data dumper. To help you, here are 3 things the best discussion leaders do exceptionally well.

by Kathleen Redd

Briefing Center, Conversation Skills, In-Person Presentations, Presentation Skills, Technical Professionals

INSIGHTS

3 Tips to Help Salespeople Generate Higher Margins

3 Tips to Help Salespeople Generate Higher Margins

Fewer Data Dumps, More Discussions

Fewer Data Dumps, More Discussions

Mandel Concepts