Partners in Excellence

DECEMBER 9, 2019

Often, I get into conversations about the sales approach a company deploys. There are questions of, “should we be transactional, product, solutions, consultative focused?” We want to drive predictable revenue through a high volume/velocity transactional approach.”

Sell 48

Sell Consult Finance Inside sales 48

Partners in Excellence

DECEMBER 8, 2019

But in understanding apples and their performance versus oranges, you’d quickly realize that the comparison is like…… well, comparing apples and oranges. Recently, I read an article, “ What’s Wrong With Solution Selling.” There were some interesting aspects of the research.

Inside sales 62

Inside sales Up-sell Sell Consult 62

Heinz Marketing

DECEMBER 14, 2019

This Is How You Really Learn to Sell. A great look at the importance of adversity when it comes to selling. False Choices: Transactional Versus Solution Selling Approaches. Today’s consumers expect personalized, instantaneous buying experiences, and B2C companies are stepping up.

B2B 54

B2B B2C Negotiate Quota 54

SaaStr

AUGUST 15, 2020

We’ve got a lot of training to do with our sales teams to get them to start to speak in these types of terms versus feature function. And it’s particularly poignant for us right now because we’ve made our bread and butter selling to the tech visionaries, the early adopters and now increasingly that early majority.

Retail 77

Retail Start-ups Drivers/motivators Up-sell 77

Sales Hacker

JULY 8, 2020

” It’s one of the largest ticket items people will ever purchase or transact in their life. Michael Coscetta: We did about $90 billion in transaction volume last year. It’s, to your point, $90 billion in transaction volume, $2 billion in revenue. That it’s hard to get scale. How did Compass achieve scale?

Real Estate 113

Real Estate Strategize Launch Commission 113