Categories: Sales Negotiation | Sales Productivity
It's the age-old question. How can you get your sales teams selling more, faster? We have spent countless hours helping some of the most successful sales organizations do just that. So, today on the blog, we're sharing a short list of ten small changes you can make with your sales team that will help boost sales.
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Categories: Sales Kickoff
Check out all our great virtual sales kickoff resources and tools in the Ultimate Sales Kickoff Resource Guide. How effective a sales kickoff event is will depend on the sales organization, the structure of the event and the commitment of leadership to ensure that it's an event that actually helps to move the needle. Your virtual sales kickoff needs to create lasting impact because — what your salespeople do with the topics covered plays the largest role in achieving the results you're looking for long after the SKO event is over.
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Categories: Sales Messaging
There's not a salesperson out there that doesn't love having a multitude of case studies and customer testimonials that demonstrate the value and differentiation of your solutions. Proof points help move individual opportunities forward, gaining attention of prospects and mitigating purchasing risk. Elite salespeople know how to use them effectively. Elite sales organizations have a process around capturing them and using them. Here are a few methods top sales organizations use to make sure their proof points are a competitive advantage.
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Categories: Front-line Managers
During any sales training program, a leader is faced with varying levels of enthusiasm. You likely have new sales reps who are still trying to establish themselves at the organization. This group is often extremely keen to learn and grow their own professional development forward. The challenge often lies in getting buy-in from your veteran salespeople. They’ve probably seen more sales training initiatives fail than succeed during their careers. They’ve been there, done that. They don’t have time to waste with flavor-of-the-month initiatives. Even with the likely skepticism that’s in place, good training can help reignite and refocus an experienced sales team. Done right a sales initiative can be the lynch-pin that reinvigorates a veteran sales team, giving them the tools, processes and content to go from experienced to elite.
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Categories: Sales Conversation | Sales Process
The key to creating and capturing value in B2B sales organizations often lies in the alignment between sales and delivery or customer success. As an organization, you need an efficient mechanism that enables your teams to speak the same language ensuring that what is promised in the sales process can actually be delivered on after the initial deal is signed. This connection can be a differentiator for a selling organization. It can also help with some of the underlying reasons that cause buyers to choose your solution over others.
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Categories: Front-line Managers | Sales Conversation
If you're selling in a maturing market, it is difficult to fight the commodity perception. There is a competitor always garnering for your market share. In a complex enterprise organization, the challenge for sales leaders is to pull together content, processes and tools so the sales team can make sense of it all and actually execute.
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