Being different from the competition isn’t the point

“Differentation by marketers has a long and obvious history. When you see competition, you differentiate,” blogs Seth Godin.

Buy mine, I can prove it is different.

They offer X, I offer Y.

Questioning the customer is an effective sales technique

Jim Keenan, founder of A Sales Guy consulting (asalesguy.com), believes in the challenger sales approach touted in the best-selling book of the same name (“The Challenger Sale” by Matthew Dixon and Brent Adamson). Keenan says there are three key areas where your reps can challenge customers:

Confusion is the wrong surprise

Surprise can be a strong sales and marketing tool. Confusion is rarely so.

There’s an avatar in the break room

How to Turn Sales Losses Into Wins

Is Marketing the New Sales?

Harness the Power of the Pause

Socratic Questions Help Prospects Uncover Truth

One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had.

5 Reasons Why Sales Makes Marketing Mad

If You Love 'Em, Keep 'Em

Managers are forever looking for ways to improve their team's performance – be it the latest business book, closing technique or marketing automation tool. But they often overlook a valuable tool that's right under their noses: their organization's talent management practices.

Socratic Questions Help Prospects Uncover Truth

One of the secrets to sales success goes back some 3,000 years to ancient Greece. The philosopher Socrates used carefully crafted questions to help his students learn more, using knowledge they already had.

'Gold Calling' Is Alive and Well

S. Anthony Iannarino wrote in a blog that “All generalizations are lies.” One of the biggest and most damaging is that cold calling is dead.

Eyes On the Prize

The Evolution of Social Selling

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