Articles and Research
Since 1997, SEI has endeavored to understand how companies excel and
exceed customer expectations through the eyes of their sales
organizations. We've conducted unique research into the issues senior
executives face when competing in today's markets, and what is
necessary to build a culture of high performance with their sales
teams. The articles and research papers below highlight key ideas to
help you think on where you need to establish focus.
"I Want a Lower Price" - Part 2
Who doesn’t want a lower price? We would all like to get a lower price on everything thing we buy (brain surgery and parachutes being two obvious exceptions!). As a salesperson, that simple demand is probably the one you dread hearing themost. But, when you do hear it, what do you do? Simply lower your price?
The AGREE methodology has eight simple and effective strategies for dealing with this simple demand. The strategies are presented in order of increasing risk. Under each strategy are some sample statements, in quotes, you could say to put the strategy into action. Last month, we examined four strategies; what follows are the final four.
More Articles...
- It's Time to Rally and Train the Sales Force
- From Weakness to Strength
- Anchor Away, Negotiators
- Top 25 Questions to Explore During Initial Sales Calls
- 10 Sales Strategies for Today's Markets
- Top Practices of Superior Sales Organizations
- Top 12 Principles of Account Management
- Top 12 Ideas for Driving Consistent Growth
- Top 10 Practices of Sales Management
- Growth and Sales Excellence Study
- Building a World Class Selling Organization
- Developing the Complete Sales Leader
- Top Metrics Sales Organizations Use
- Top 10 Ideas for Improving Sales Performance
- Build Sales Excellence
