If you work in sales, imagine—for a moment—that you could enter a sales call or meeting knowing exactly what’s on your prospects’ mind. What if you knew what they found most compelling, or what confuses them most about your product? You’d go into every exchange armed with the precise information...
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Over the past few years, procurement departments have become more powerful, more sophisticated, and at times seem dead-set on commoditizing every aspect of our solutions. For sales professionals, sales negotiations with Procurement is an ongoing struggle of dealing with third party...
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When it comes to growing your business, a channel partnership is an oppotunity to increase your value proposition to customers and grow your profits. A channel parter offers lead sharing, joint selling and access to different geographical markets to give your business a competitive advantage.
But...
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While many companies complain that 80-90% of their salespeople can’t sell value, they are spraying their sales force with product presentations, and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, these companies should...
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The buyer’s journey is a key framework for strategic content management, particularly for fast-growing sales teams. By leveraging the buyer’s journey as the decision point for future content, sales organizations are able to create a much more effective, streamlined process for both the creation...
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I wrote recently about several New Years habits (vs resolutions) that could help B2B marketers kick-start their 2015. Frankly, many of the habits highlighted could apply to anybody in any role, including sales. However, there are a handful of specific habits,...
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Accountability is one of those feel good words in sales that gets tossed around but is often interpreted or re-interpreted to meet or suit a narrow and current requirement, rather than the long term and ongoing success requirements of an organization. When speaking about accountability, it is...
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The New Year’s resolutions checklists are the same every year—mostly about eating healthier, losing weight, managing our finances better, and getting ahead at work. And our inboxes are crowded with marketing messages about products and programs to help us do all those things we’re temporarily...
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Did you know that if a salesperson sets a goal and writes it down, his or her chances of achieving that goal are only 37 percent? That is not very exciting, is it?
However, if a salesperson:
Sets a goal: Set three appointments with qualified prospects this week;
Writes it down in the present...
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