Small Business | Coaching | Consulting | Positioning Systems | with |Doug Wick

Strategic Discipline Blog

What Sales Winners Do Differently: Collaborate.

Posted by Douglas Wick on Mon, Jun 10, 2013

Perhaps the most surprising results from the RAINGroup.com’s What Sales Winners Do Differently research were the top two things that winners do more often than second place finishers:

Read More

Topics: Sales Process, Objective Management Group, Sales Training, Sales Evaluation, What Sales Winners Do Differently, RAINGroup.com, Sales Candidate Assessment

What Sales Winners Do Differently: Convince.

Posted by Douglas Wick on Thu, Jun 6, 2013

Winners are more than twice as likely to create the perception that the overall value they offer is superior.  When a second-place finisher doesn’t create this perception, it turns out it is the number one most important factor they needed to do differently in order to influence buyers to select them.

Read More

Topics: Sales Process, Objective Management Group, Sales Training, What Sales Winners Do Differently, RAINGroup.com, Sales Discipline

What Sales Winners Do Differently: Connect

Posted by Douglas Wick on Mon, Jun 3, 2013

Connecting.  In our monthly sales training with one of my clients we’ve established that building rapport, respect, trust and the relationship is the most important part of the sales process.  The RAINGroup.com’s study What Sales Winners Do Differently includes tips and research that diminish this aspect of selling in today’s environment. 

Read More

Topics: Sales Process, Sales Training, Sales Evaluation, What Sales Winners Do Differently, Sales Discipline, Connecting

 

New Call to action

 

New Call-to-action

 

New Call-to-action

 

New Call-to-action

Subscribe to Email Updates

Certified Gazelles Coach

Doug Wick, President

Positioning Systems

 

The Strategic Discipline Blog focuses on small to midsize business owners with a ravenous appetite to improve his or her leadership skills and business results.

Our 3 disciplines include:

- Priorities
- Metrics
- Meeting Rhythms

Browse by Tag

see all