Categories: Sales Planning
Like it or not, the end of a year is a good time to start thinking about your plan for the next year. Have you drained the pond this year? How are you stacked up for success next year? What's your plan to make the plan?
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Categories: Competitors
In many sales organizations, the competition against “No Decision” is more fierce than it is against an actual company selling a similar solution. Sometimes when you’re going up against an established solution or the status quo, getting a prospect to invest and act can be an uphill battle.
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Categories: Competitors
Having an organizational understanding about what makes your solution better and/or different than the competition is critical to having a consistent customer-facing message that enables the business strategy at the point-of-sale. Even if they have the best product on the market, many sales organizations struggle with enabling their sales team to effectively articulate why they're different than the competition in a way that has meaning to the buyer.
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Categories: Sales Messaging | Sales Process
Enabling your reps with the ability to articulate your differentiation in a way that has meaning to the buyer can be the one thing that makes the difference between meeting your revenue goals or continuing to struggle in your sales organization. As a sales leader, you are ultimately responsible for the number. It's up to you to make sure your reps, front-line managers and everyone who engages with customers are crystal clear on what makes you different from the competition.
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Categories: Sales Discovery Process
The sales conversation is such a critical component of the sales process, we call it "the moment of truth." It can often make or break an opportunity for a lead to move further along in the process. When sales organizations are struggling with making revenue numbers, the problem may lie in what your salespeople are saying to a potential customer. Do any of these challenges sound familiar?
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Categories: Sales Messaging
If you've never been through a Command of the Message engagement, it's difficult to understand what commanding the sales message really means and how your organization achieves it. We write and talk a lot about having Command of the Message® because we believe that without it, no sales organization can thrive in a competitive environment. Command of the Message is the hallmark of a high-performing sales team.
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