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Aligning sales and marketing around the wrong measures can create some lively conversations between the two groups. http://www.visiongroupmn.com/sales-marketing-alignment.htm The best of breed have demonstrated the mutually agreed upon definition of what is a "Sales Ready Lead" is important in the alignment of sales and marketing. In addition, the measurements around "when" a lead is sales ready are part of the foundation of successful nurturing…
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http://www.visiongroupmn.com A discussion on the shifting concerns of individuals making Business to Business buying decisions. What a consultative sales person can do to help the individual make a good buying decision as they become concerned about 1) Their needs, 2) The cost of changing their business operations, 3) The solutions they need, & 4) The risk of making a buying decision. http://www.visiongroupmn.com/consultative-selling.htm
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A discussion of a Business to Business complex sale and how you as a consultative sales person can help multiple buyers through a decision cycle. This narrated article discusses the initial discovery portion of the three phases of a complex sale. Helping the individuals in a buying committee create a vision of a solution based on value for their area, as well as the total company. The 3 primary phases of making a buying decision are: Discovery…
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No longer is effective prospecting just a numbers game. After 30 years of training sales people, we now know that developing connections is actually teachable, explains Mike Bosworth, Best Selling Business Author of the books Solution Selling and CustomerCentric Selling. Webinar Take aways: • How to connect with potential buyer's quickly • Why buyers don't like answering questions • Why "left brain" thinking can derail buyers • Why "whole…
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Effective Prospecting leads to the Best Buying Experience. Let me tell you a story about Chris. Chris found that selling was still just a numbers game. Each of his sales calls started with the same message: "At ABC Co., we're the world's leading..." Chris is now a Story Leader. He is calling on a new buyer and, as expected, the buyer raises the Barrier. This time Chris is prepared... http://www.visiongroupmn.com/effective-prospecting-workshops.htm
Vision Group
With our continued association with Mike Bosworth we are offering a new training program designed to help sales and marketing personnel improve their effective prospecting.
Our customers are using consultative sales methodology combined with the ability to develop a human connection via the power of story, which leads to the best buying experience for their new and existing prospects/customers.
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Looking good, fellas. We look forward to more videos that teach your sales strategies.
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