Author Archives: Hank Barnes
As 2012 draws to a close, I decided to ask the folks whose posts we feature on this blog to share one big idea for sales in 2013. The parameters were broad, simply answer the question “If you were having a conversation with a friend and they asked you for one thing they should do, or focus on, in 2013, what would it be?” Read on to see what they had to say.
2012 has been an interesting year for sales professionals. Topics like Challenger, social selling, and customer power have been making waves on a consistent basis. In some cases, the hyperbole has been great, implying that everything we knew about selling was wrong.
For large companies, a big question is how to organize their sales force. Do you have one big sales force that represents all products or do you allow each division to have their own sales team? There is no single right answer to this question as it depends alot on the company, the products, and the customers.
Today’s sellers are deluged with ideas to help them be more successful. Whether it is social selling, big data, Challenger selling, or some other topic, everyone seems to have an answer for how to win more deals faster. And here is mine….focus deeply on your customers.
n complex B2B sales, there are often teams involved on both sides of the table. The customer has a group of people all playing different roles in executing aspects of their buying process. While finding the ultimate decision maker is key, understanding the roles of the other players and winning their hearts and minds is often equally important.