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Value Selling Is Not A Product Pitch

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Original post from Anthony Iannarino

It Matters How You Sell

Your prospective client will treat you in a way that is consistent with how you approach them.

If you lead with your product, its features and benefits, and focus on the transaction and the price, then your prospective client will treat you like someone who has no ability to create real value (I call this Level 1).…
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New Leads Wanted! The Key to Referral Success

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January is already halfway over. Whoosh! If this trend continues, 2016 will be gone before we know it. Are you ready to make this a great sales year, no matter how fast it speeds by? Whether or not you rank your sales performance last year as successful or sorry, you can do this one thing to increase your chances of higher sales this year: Generate new leads.…

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Smart Sales: Goal Setting and Predictable Revenue

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There’s a lot of great sales content floating around the web. It’s hard to decide what to read! Every Saturday, we summarize our favorite B2B sales posts from around the Web. It’s hard to catch it all, so let us know what great content we may have missed.

Here’s what caught our attention this week:

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How to Raise Your Prices

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Original post from Colleen Francis

How to Raise Your Prices Without Getting Burned

On one hand, raising prices means more earnings and greater profits. On the other hand, it could upset or scare away your current client base.

Price increases are definitely worth approaching strategically. It’s true, there’s a definite and obvious upside of charging more for your products and services.…
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