Categories: Differentiation | Sales Conversation
With the new year, new goals and likely new initiatives all underway, now is the time to prepare to crush your number this year. Here are ten ways to make it happen: 1. Plan to Make Your Plan Whether you’re coming off of your best year yet and want to repeat that success or are looking for ways to improve this year, now is the time to put in the work and ask for what you need to do to make it happen. How are you going to make your plan this year? What do you want to deliver? Here are three areas you can focus on when coming up with your action plan.
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Categories: Sales Conversation
Improve your ability to not just land high-value deals but also ensure positive customer outcomes and long-term account retention, by staying buyer-focused in your sales conversations. Elite sellers put themselves in the shoes of their buyers. They focus their sales approach on helping buyers understand their business problems and what’s needed to solve them. As a result, they drive better numbers at close and ultimately ensure their customers achieve their desired results.
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Categories: Differentiation | Sales Conversation
Closing opportunities faster is easier when you tailor your sales conversations based on buyer needs. Sellers that exceed quotas excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business challenges.
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Categories: Sales Conversation
It's incredibly difficult for even the most veteran salespeople to drive urgency and funding in their deals without attaching to a big business problem that your prospect is facing. Finding a big business pain is key.
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Categories: Sales Conversation | Sales Negotiation
Even the most experienced salespeople can find themselves in the middle of a challenging sales opportunity that they’re struggling to either move ahead or close. Take a step back to reassess your deal. How you can compel your buyer to action? After all, they've got problems they need to solve. Here are three common sales scenarios we see when deals are stuck and simple steps you can take to correct your course, or avoid the same challenges the next time around.
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Categories: Sales Conversation | Sales Process
When you hear "audible-ready", the first thing you probably think of is football. Specifically, when a quarterback steps to the line and changes the play call to one that takes advantage of weak defense . In a matter of seconds, the quarterback analyzes the defense and changes the play. Being able to recognize the strengths and weaknesses of the defense is crucial to how successful the offense will be. In football, making the correct audible calls can be the difference in winning and losing a game.
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