Sales Tips from HBR.org 6 Reasons Salespeople Win or Lose a Sale Article

Sales Tips from HBR.org 6 Reasons Salespeople Win or Lose a Sale Article

catapult-sales

 

  1. Listen and understand and then matches solution to solve specific problem.
  2. Earn trust by making them feel comfortable and understand long-term needs.
  3. Challenges perceptions and teach new ways to solve the problem.
  4. Identify the person who will dominate the entire selection committee.
  5. Buyers aren’t necessarily fixated on the market leader and are more than willing to select second-tier competitors than one might expect.
  6. Understand your buyers preferences and previous experience and competitive landscape
    • 63% said they would select a fairly well-known brand with 85% of the functionality at 80% of the cost.
    • 33% prefer the most prestigious, best-known brand with the highest functionality and cost.
    • 5% would select a relatively unknown brand with 75% of the functionality at 60% of the cost of the best-known brand.
  7. The importance of price falls into three categories.
    1. Price conscious – product price is a top decision-making factor.
      • Example: Manufacturing, health care, real estate and fashion.
    2. Price sensitive – product price is secondary to other decision-making factors such as functionality and vendor capability.
      • Example: Banking, Technology, Consulting
    3. Price immune – price becomes an issue only when the solution they want is priced far more than the others being considered.
      • Example: Government
  8. Understanding the buyer approval processes, bureaucracy and project approval process.
  9. Match style to buyer preference:
    • Professional salesperson who knows their product inside and out but is not necessarily someone you would consider befriending
    • Friendly salesperson who is likable and proficient in explaining their product
    • Charismatic salesperson who you truly enjoyed being with but is not the most knowledgeable about their product [NB: This isn’t a option, just a by product of the industry]

 

Sandler Selling System

Sandler Selling System

 

  • Sandler Selling Rules – AH30085
three stages of a sale, Stage 1

STAGE ONE
OF THE SALES PROCESS

Creating and sustaining a comfortable atmosphere in which to do business is your responsibility.

  • Develop a rapport with prospects.
  • Have a sincere desire to help them solve problems, face challenges, or achieve goals.
  • Control the selling process by establishing up-front agreements with your prospects about the progression of the selling process, and who will be responsible for what.
three stages of a sale, Stage 2

STAGE TWO
OF THE SALES PROCESS

Always be qualifying.

  • Concentrate first on the degree of fit between what you have to offer and the prospect’s problem, challenge, or goal.
  • Determine if the prospect is willing and able to commit the necessary resources to acquire and use the product or service you will eventually propose.
  • Before you begin working on solutions and presentations, determine exactly how your offer will be judged—and by whom.
three stages of a sale, Stage 3

STAGE THREE
OF THE SALES PROCESS

The objective of “closing” is to obtain a “yes” or “no” buying decision (or a decision to move to the next step in a multi-step decision process).

  • Closing activities only take place with prospects who have “survived” the qualifying stage and have agreed to make a decision at the conclusion of a presentation.
  • Presentations should focus only on the pains uncovered earlier in the process—nothing more; nothing less.
  • Post-Sell activities will “lock up” the sale and facilitate the transition of the relationship from buyer-seller to partners working toward a common goal of delivery.

 

Enforcement

  1. Efficiently identify and engage new prospects.

  2. Remove prospect stalls and objections from the selling landscape.

  3. Qualify stringently and close easily.

  4. Eliminate eleventh-hour negotiations or demands for concessions.

  5. Control the development process and keep it moving forward.

  6. Avoid making presentations to people who can’t make the required investment or a buying decision.

Ad Delima

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Ethereum Mining

Ethereum Mining

Commands


<strong>geth --rpc --fast --cache=1024</strong>

geth account list

geth console
web3.eth.getBalance("0xbd27102d2b3c5ec3c261bee0fc0fbfd879c2b261")

eth.getBalance("0xbd27102d2b3c5ec3c261bee0fc0fbfd879c2b261")
web3.fromWei(eth.getBalance(eth.coinbase), "ether")
web3.fromWei(web3.eth.getBalance(web3.eth.coinbase), "ether");
eth.getBalance(eth.coinbase)

setx GPU_FORCE_64BIT_PTR 0
setx GPU_MAX_HEAP_SIZE 100
setx GPU_USE_SYNC_OBJECTS 1
setx GPU_MAX_ALLOC_PERCENT 100
setx GPU_SINGLE_ALLOC_PERCENT 100
ethminer.exe --farm-recheck 200 -G -S eu1.ethpool.org:3333 -FS us1.ethpool.org:3333 -O <Your_Ethereum_Address>.<RigName&gt

 

eth.sendTransaction({from:eth.coinbase, to:"0xxxxxxxxxxxxxxxxxxxxxxxxxx", value: web3.toWei(0.05, "ether")}

PenTesting / Scanning Cached/Load Balanced Targets

PenTesting / Scanning Cached/Load Balanced Targets

 

As part of the PCI Certification process, external facing application that are in scope of the PCI environment require a PCI ASV scan. If these external facing applications are using load balancing and/or caching, please be aware of the following; (Examples of Load Balancers include; F5 LTM, AWS Elastic Load Balancer/ AWS CloudFront.)

Any load balancer using a full proxy architecture will establish a TCP connection to the virtual load balanced IP or VIP and the load balancer will proxy your scans and connection requests to a pool of backend applications servers. The rules on your load balancer determine which member of the pool gets that second connection. This means that you have no way of knowing which pool member you have scanned. The IP of the backend server will not be returned to the initial host, the one from which you established the initial TCP connection (to the VIP). To allow a PCI ASV scan, please add scanning origin to temporarily allow direct scans of your servers.

Please consider the following when determining the number of IP address required for External Scan;

  1. There are no load balancers in front of any in-scope servers:
    • External IP address / URL counted as individual IPs.
  2. All servers behind load balancers are identical and synchronized:
    • The external facing VIP or load balanced URL/IP is counted as an individual IP  (Allow scanning origin to temporarily allow direct scans of your servers.)
  3. Servers behind load balancers not identical and not synchronized:
    • Need to scan each individual IP instead of the VIP. (Allow scanning origin to temporarily allow direct scans of all servers.)