Sales and Marketing Performance Blog

6 Simple Steps to Consultative Selling Success

Posted by Mark Gibson on Wed, Aug 06, 2008

Many people believe that great sales-people are born, not made. It's a popular chestnut for discussions on sales blogs as well, but this point of view does not stand-up under scrutiny.

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Topics: consultative selling

Restoring Balance in the Buyer-Seller Relationship

Posted by Mark Gibson on Wed, Mar 05, 2008

Those of us selling in the internet age, will know that the behaviour of buyers has radically changed over the past 5 years, unfortunately marketing programs and selling behaviour have been slow to adapt and buyers have the upper-hand. This imbalance produces consequences. A recent CSO Insights survey* found that sales quota performance worldwide is 50% and declining...WHY?
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Topics: consultative selling, CSO Insights

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The B2B Buying Process Sales Guide 

The B2B Buying Process; why you need to understand it and how to facilitate transitions with the buyer through the process.

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This new 20 page eBook is a primer for entrepreneurs, executives and investors in early stage technology companies. 

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SMA eBook iconSalespeople are struggling to effectively engage buyers across the buying cycle from after they say hello. This eBook explores messaging alignment principles and uses a new content delivery platform to assist in the message capture and delivery process.

The Quick and the Dead

An inbound lead is as cold as a mother-in-law's kiss after 1 hour.
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