Sales Coaching Tools
One of the most succinct pieces of advice our sales performance experts often share with reps is to go in curious. If you're curious, you're listening to your customer, you're asking great questions and you're more likely to uncover pain points and the negative consequences that are resulting from them.
Vulnerability is a topic that has gained some attention in recent years. You may remember Brene Brown's Ted Talk on The Power of Vulnerability which has been watched nearly 30 million times. This idea is clearly one to which people can relate. Have you ever thought about how that concept can help you as a sales leader or even as a sales rep?
Subscribe to Our Blog
Get the latest tips and advice delivered right to your inbox.
Sales Discovery Process
When you manage a blog, it’s often difficult to predict what posts will resonate most often with readers. However, it wasn’t surprising to me that our most popular blogs in 2015 had to do with asking the right questions.
In complex B2B sales, research shows that more and more decision makers are involved in purchasing decisions. Several sign-offs can be seen as a challenge or an opportunity for a salesperson.
Customer references are a critical component to your sales conversations. Your customers want to know that you can really do what you promise. Hearing third-party evidence can provide the necessary validation to turn an opportunity into a closed deal. Our own proof points have won us and our clients some significant opportunities. They’re one of our favorite parts of the sales conversation.
Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.