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.

Building a High Performance Sales Team: Session 5

by Scott Anschuetz February 7, 2011 Business
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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 […]

Gaining Executive Access When Selling: Session 4

by Scott Anschuetz December 15, 2010 Business
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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 […]

Creating Value When Selling By Solving Business Problems: Session 3

by Scott Anschuetz November 8, 2010 Business
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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 […]

Building Credibility With Your Prospects: Session 2

by Scott Anschuetz September 8, 2010 Business
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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 […]