Stay ahead with customer value thinking.

There are numerous ways to make a sale. With the aftermath of COVID-19, there has to be a different approach when it comes to making sales. Even with the evolution of technology and social media. The sales industry is constantly changing, starting with the way sales representatives approach their sales pitch or make cold calls, and even how representatives can connect with a customer has changed. This sales approach makes it easier for sales representatives to keep in contact with their customers. It is also easy for customers to refer to a company when social selling is done. 

While the ratio of women in cybersecurity is steadily increasing—around 24% today compared to just 11% in 2011—it’s still far from achieving true gender inclusivity.¹ In the first of a three-part webinar series, we talked to a panel of leading industry professionals with diverse backgrounds. They shared the key lessons they’ve learned working in cybersecurity and tech. Their insights are important not only for women seeking to enter cybersecurity and tech, but also for companies wanting to develop, recruit, and retain women in the field. While a number of lessons can be extracted from their...

Outsourcing is a common method throughout business. It is something that helps companies complete the process of a sale. Companies will reach out to a third-party and delegate certain tasks. This allows sales teams to have flexibility when completing a sale. Businesses consider outsourcing for a number of reasons. Budget restraints, small teams, new markets, and task overload. Those are all things that companies have gone through while completing sales. 

For years organizations have tried to bridge marketing and sales functions. One working without the other is a no-go. I argue it is the same with sales and pricing. You cannot design and execute successful pricing programs without having the sales forcefully on board. Similarly, you cannot be successful at sales without clear pricing tactics governed by rules, guidelines, and transparent margin data. I posit that sales and pricing are joined at the hip. That relationship is even more critical when discussing the topics of value-based pricing and value-based selling. Let us consider the...

In the business world, making a sale is a great accomplishment. No matter how big or small the sale is, the feeling of having a successful sale is priceless. In order to have an outstanding sales deal is to understand the customer and their needs. Having a good sale doesn’t just mean selling the product or service. It means selling the product and making sure your customer is pleased with the customer service and product. A lot of times sales representatives are so focused on selling the products they forget about their customer. They forget to make a connection, or build a relationship so...

By Stephan Liozu, Ph.D