Here’s a story about how a VP of Sales resurrects her pipeline by showing her team how to lead customers to value with insight, not eyesight. As they achieve true sales wisdom, it’s like they’re using GPS while the competition is selling blind.
Instead of asking WHEN or HOW, Sarah intuitively...
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The goal of every sales training program is to improve the bottom 80% of salespeople, but that’s not what happens. What happens is that the top 20% get better, and the rest stay the same. Why? The top 20% can apply it in the field, and the rest can’t. So if you want to improve the bottom 80%, then...
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When customers understand their problems, it’s easy for salespeople to lead them through discovery, because customers don’t need salespeople to shine the light of insight on visible problems. A salesperson can simply confirm the value of their product by asking generic questions. So these customers...
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By delivering content through a video role play platform, marketing content will no longer sit idle in a file never to be used by sales. Instead, the content will be used, because after receiving the message, salespeople will now be required to video record themselves delivering this message....
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Imagine if each member of your sales team was equally as effective at sharing the stories told by the top 10% of your salespeople to help customers get past the five most common value gaps.
You would achieve higher win rates, shorter sales cycles, and higher margins.
But if you don’t teach your...
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The value to buy your product is overwhelming, and yet the customer decides not to buy. Why? The optimism and status quo bias block customers from making the rational choice to buy your product. To help customers see the value of change, sellers can counteract these negative biases by performing a...
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After nine years of working with companies on sales messaging, I have found the number one inhibitor to salespeople articulating value is they don’t create enough contrast between the ‘before’ and ‘after’ pictures of owning their product. And when salespeople fail to make the contrast feel...
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If you work in technology, you will know of Geoffrey Moore as the famous author of “Crossing the Chasm.” His book has sold over 1 million copies, and crossing the chasm has become a metaphor used by companies with complex products to explain why they struggle to transition from the early adopters...
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Everyone in technology knows of Geoffrey Moore as the author of “Crossing the Chasm.” His book has sold over 1 million copies, and crossing the chasm has become a metaphor that is universally used by companies with complex products to explain why they struggle to sell to the mainstream market. But...
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