Value Selling

Whether you’re selling communications, physical security, AIDC, or networking products, you need to learn how to demonstrate their value to potential end-user customers. In this section, industry experts will show you how to do it.

Opportunity Qualification: Session 6

by Scott Anschuetz May 10, 2011 Business

The biggest mistake that both junior and senior sales people continue to make is investing their time and company’s resources in prospects that are never going to buy. Typically, prospect qualification has focused on answering the question can they buy.  This usually relates to identifying who has the power to make the buying decision and [...]

Read More

Building a High Performance Sales Team: Session 5

by Scott Anschuetz February 7, 2011 Business
Thumbnail image for Building a High Performance Sales Team: Session 5

Every sales manager’s dream is to build or manage a team of highly productive sales professionals. But what exactly are the critical skills and traits of a top sales executive? High personal energy and strong work ethic An understanding of client issues and needs, and how to proactively develop relationships to address those needs Ability [...]

Read More

Gaining Executive Access When Selling: Session 4

by Scott Anschuetz December 15, 2010 Business
Thumbnail image for Gaining Executive Access When Selling: Session 4

Call higher, it’s what we are told over and over. Is that really a news flash for anyone reading this blog? The joke is: we don’t get ideas on how to call higher or what to do to make this a possibility. So here is my idea – try throwing away a letter and then [...]

Read More

Creating Value When Selling By Solving Business Problems: Session 3

by Scott Anschuetz November 8, 2010 Business
Thumbnail image for Creating Value When Selling By Solving Business Problems: Session 3

Problems are the key to your success in moving deals along quickly in your pipeline. Yes, problems, not the ones you may first think of when I say problems in your sales opportunities. But nonetheless, problems are where we can build differentiated value. I want you for a moment to list your strongest asset or [...]

Read More

Building Credibility With Your Prospects: Session 2

by Scott Anschuetz September 8, 2010 Business
Thumbnail image for Building Credibility With Your Prospects: Session 2

How many times in your career as a salesperson have you come across prospects with this attitude: “I don’t know you, I don’t know your company. I don’t know your products or solutions, and I don’t know why I would ever NEED to.” Sound familiar? How much time do we have to establish credibility with [...]

Read More

An Introduction to Value Selling

by Scott Anschuetz September 7, 2010 Business
Thumbnail image for An Introduction to Value Selling

With more than 20 years of direct sales, sales management and leadership experience, including consistent top achiever, Scott Anschuetz leads, coaches and motivates sales forces. He combines an accomplished track record of achievement with real world practical applications in leading Visualize, the company he founded in 2003. Visualize delivers excellence and results for the sales [...]

Read More