Getting the Appointment Negotiating Presenting Proposing

The Formula for Deal Generation

As lead generation transitions to the more efficient and effective strategy for a deal generation, it is imperative to understand the differences between the two. The primary differentiators can be broken down into four components: strategy, prospects, work and results. Proven methods are an essential component of both lead and deal generation. The noticeable variation […]

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Proposing

The Best Way to Sell Add-ons

If you’re like most seasoned sales professionals, you have a method to your approach. There’s a specific “stack” you want to sell, and your efforts revolve around techniques that put that stack first and foremost. For many pros and their companies, though, there are things to sell beyond the stack. Add-ons can be a powerful […]

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Negotiating Presenting Proposing

How To Convert Consumers In The Decision Making Process

Many marketers use a sales acceleration strategy of more frequent contact, more information, and more repetition. However, with an overload of information, consumers may just shut down. Too much choice can be debilitating for the consumer decision-making process. In a widely cited and revealing experiment, Sheena Iyengar, of Columbia Business School, presented a sampling table […]

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