Good salespeople know how to quantify the value of their solutions. Great salespeople know they’re not the only ones in the game. This is how you apply their knowledge. Sign up for my newsletter to receive the latest sales ideas from research and practice. How to measure your solution’s value A key feature of Value-Based Selling
In the past week, I’ve talked to three customers about a common challenge for sales organisations: the ability to create believable business cases with their clients. And if there’s one thing that will scare a CFO out of your corner, it’s the lack of a believable business case. So how do you create one? And
Moving from product-centered to solution-centered selling is still a tough transition for many companies. Early research (1) into solutions selling showed that many companies over-estimated the value of targeting their installed-base because that base didn’t necessarily possess the strategic mindset to buy solutions. In my experience, this still happen today. Of course it does. After
En af salgsverdenens veteraner, Andris Zoltners (og partnere), beskriver i en nylig artikel for Harvard Business Review (4 things sales organizations must do to adapt to the crisis), hvordan ”With the shift to digitally enabled buying and selling, more-informed customers expect salespeople to add value beyond what websites provide.” Det er ikke nogen ny udvikling, men vi
I lyset af COVID-19 tilbyder jeg hver uge et antal gratis timer til salgscoaching. Som udgangspunkt afsætter jeg 10 timer pr. uge, og tilbuddet er specielt rettet til dig, der arbejder i en virksomhed uden midler til at investere i uddannelse i den nærmeste fremtid. Betingelsen er blot, at din virksomhed ikke er kunde hos
Vi ved alle, hvor meget en fejlrekruttering kan koste en virksomhed, og hvor betydningsfuld en rigtig rekruttering kan være. Men hvordan finder du ud af, om den person der sidder overfor dig, er den rette person til din ledige stilling? Og hvordan kan du sikre dig, at kandidatens adfærd i interviewet stemmer overens med hendes
Forleden viste jeg denne video til mine studerende på CBS i faget “B2B Sales and Relations Management” som en del af min forelæsning om “Choosing customers and influencing their goals”. Det er en rigtig god video, der bl.a. behandler “Customer Lifetime Value” som centralt for den kundecentriske organisation og som introducerer begrebet “Customer Segment Manager”
Co-Creation: Hvordan differentierer du dig, når kunden har al information? ”Alt det, du fortæller mig, har jeg allerede læst på jeres hjemmeside. Hvis du ikke har noget nyt at komme med, er der ingen grund til at fortsætte dette møde.” For nylig var jeg til salgskonference i DI, hvor især Professor Régis Lemmens gav et
When you present to an audience, you want them to focus on the message and remember it once you have said the last word. However, while you might have gained the attention of the audience, making them stay focused and attentive is another matter. You probably already know that a standard PowerPoint just doesn’t cut
I sidste udgave af Harvard Business Review introducerede CEB Sales Leadership Council os til en ny type salg: Prescriptive Selling. Selv om det kan være svært ikke at være en lille smule kynisk overfor endnu en ny og revolutionerende måde at sælge på, synes jeg, at dette budskab er værd at lytte til. Er det
