Categories: Sales Enablement Technology | Sales Process
If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump. These ideas look good on paper, but when it comes to actually getting your salespeople to convince the customer to buy, you likely need to invest in some enablement.
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Categories: Front-line Managers | Sales Leadership | Sales Productivity
How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.
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Categories: Sales Planning
“A goal without a plan is just a wish.” - Antoine de Saint-Exupéry It’s that time of year again when elite sellers are putting together their plan for the new year. Early in my career, I remember having an incredible year of performance. I was the top rep in my region and preparing to go to Hawaii for President’s Club. It was, by far, my biggest income year to date. Sounds like a great story, right? It was actually one of my darkest hours in selling. Let me set the stage for you.
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Categories: Sales Messaging | Sales Transformation
A channel program is an effective way to increase your capacity and expand market share. However, without putting resources behind enabling this avenue for revenue, you’ll likely do more harm than good. To garner the many benefits that come from a robust channel program, you need to put the time and resources into ensuring your channel sellers have the same understanding of your value and differentiation as your own field or inside sales teams.
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Categories: Sales Coaching Tools
The other day I was working with a seller who was a little frustrated with how hard it is to get people on the phone. He told me about a prospect who was furious when she realized she was on the other end of a cold call. The prospect yelled, “Are you really cold calling me right now? Why would you waste your time and more importantly why would you attempt to waste my time?!” The seller asked me if I could believe that someone would be so rude and my answer was an emphatic YES! I asked the seller, “What was your answer to the prospect?” There was a bit of a pause, so I interjected, “There is your answer”.
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Categories: Front-line Managers | Sales Conversation
If your growth model has you moving from a point solution to a platform solution, it's likely you are assessing how well your sales organization is enabled to execute this new type of sale. It's a trend we see frequently with the high-tech companies with which we work. The decision to create and sell a broader solution has its benefits, but without enabling your sales teams to sell that new functionality, the decision will never realize its potential. Don't simply train your sales teams on the features and functions of your platform, rather equip them with how to sell the value of the holistic solution broader and deeper in the prospect organizations. It's about articulating value and differentiation, but it's also necessary to define the sales process and qualification method that will enable your reps to effectively maneuver through more complex sales.
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