Quick Takes on Sales Enablement
How do you respond to discount requests? Giving discounts isn’t necessarily a bad thing. If done strategically, discounts can encourage a sale along. Plus, they can actually add value for you in the long run. Or, they can help you disqualify a sale that would have stalled due to lack of budget.
How much of household spending is influenced by teens? DKC reports that kids through age 15 sway the decisions for around $95B in purchases annually. Brands and retailers target young shoppers, investing heavily in advertisement for teens. But in many cases, the final purchase decision to spend comes down to the parents. AudienceSCAN, powered by AdMall, reports that around 11% of U.S. adults have children 13 to 17 living at home. The profiles in AudienceSCAN help media sellers understand consumer attitudes about advertising. With this information they can show marketers how to reach
Some kids have barely seen the end of the last school year. But that’s not stopping retailers from promoting their back-to-school deals. For many businesses, the BTS season is second only to the year-end holiday shopping season. And this year, financially strained consumers will be looking for the best deals. AudienceSCAN reports that around 49% of consumers are considered BTS shoppers. Here’s what you need to know about back-to-school shopping trends.
If there is a secret weapon in the world of B2B sales, it’s knowing the best sales questions to ask. And it’s not about seeking an overwhelming amount of data. It’s more like being a curious and attentive friend who genuinely wants to understand problems and needs.
How will grocery store marketing change this year? Our State of Media Sales survey indicates that 8% of media sales managers are optimistic about increased revenue from food and beverages retailers. Another 33% are slightly optimistic. How can you sell more media to grocers?
Sales preparation is the process of gathering relevant information, understanding customer needs, and developing a strategic approach before engaging with prospects. For more than 35 years, SalesFuel has provided B2B sales teams with the competitive advantage from superior sales preparation and pre-sales research.
Sales Preparation Infographics
Salespeople who take a moment beforehand to find something of relevance to the buyer you can share are perceived as more credible. You’re also able to ask smarter discovery questions that give you the insight needed to close deals.
Special Reports and Webinars
Executive Interviews
The Manage Smarter show features lively discussions about the psychology of sales, marketing, management and leadership.
New episodes are released twice monthly wherever you get your podcasts.
SalesFuel CEO C. Lee Smith has been recognized as one of the world's Leading Sales Consultants by Selling Power magazine.