Category Archives: Sales

Salesforce Makes a Big Move into Social Media

Salesforce, the leader in cloud CRM, announced recently the acquisition of Radian6, a social media monitoring company. Radian6 monitors hundreds of millions of conversations every day across Facebook, Twitter, YouTube, blogs and online communities, delivering real-time information. What does this mean in practical terms? In my opinion this means that social media will eventually become […]

3 Ways to Improve Sales Results by Using Social Media

As discussed in my previous post about social media basics for sales people,  a lot of your salespeople might not have embraced social media – yet. The more experienced “old school” sellers and sales executives simply might not have understood the value of social media in business and especially in the field of selling. Sellers […]

Social Media Basics for Salespeople

A lot of your salespeople might not be into social media. The more experienced “old school” sellers simply might not have understood the value of social media in business. The might think that social media equals Facebook and minute-by-minute updates of someone’s mundane personal life. Or they might not be technology-savvy enough to master all […]

What Is a Solution Anyway?

The word solution has to be one of the most misused words in the English language!  Practically every company in the entire world is bragging about their “solutions” in their marketing material and on their websites. But there cannot be a solution without a problem to solve, right? Think about it: who’s got the business […]

Don’t Let Your Expertise Become Your Enemy

How long does it take for a salesperson to become too knowledgable for his or her own good? According to a study conducted at Xerox in the ’70s, 18 months. The renowned sales guru, Neil Rackham, found that the performance of new salespeople increased steadily until about 18 months on the job. After that their […]

Asking Questions vs. Making Statements

Remember when you were a teenager? Did you ever do anything the way your parents told you to? I didn’t think so. But this behaviour is not limited to teens. Adults behave exactly the same. In fact it’s basic phychology: no-one likes to be told what to do. Otherwise we would have no over-weight and […]

Business Goals vs. Business Problems – Focusing on the Positive

From a very long experience in practicing complex solution sales we here at Customer Centric Selling Europe have learned that is a lot easier to get a decision maker to share a business goal that to have him to admit a problem in his organisation. Problems are often embarrasing and the decision maker might be […]

On Qualifying Opportunities: Bad News Early Is Good News

Sales is a funny sport: to win the silver medal is to lose in the worst kind of way. No matter how counter-intuitive this feels, its true. When you compete for some business, go the distance and lose, you are wasting your company’s resources, time, and money while most likely keeping your company from competing […]

You Can’t Sell to Someone Who Can’t Buy

Lets imagine your family is looking to buy a new car. To this end you enter a car showroom with our spouse and your children. In this situation, no car salesperson would try to sell a new expensive family car to your 18 year old daughter – even though your daughter probably will use the new car at some point.

Don’t Make Concessions without Getting Something in Return

This week I was delivering a Business Simulation Workshop™ (BSW) to one of CCS Europe’s key customers. The BSW is a 24 hour simulation game of a complete sales project, where several sales teams compete against each other to win the business from a fictitious customer – portrayed by a team of CustomerCentric Selling™ trained […]