Categories: Economic Change | Sales Conversation | Selling to the C-Suite
The Chief Financial Officer is an influential voice in any sales conversation. If you’re looking to drive growth for your organization, your reps must be able to influence the CFO to close higher-value deals. Recently, due to economic pressure and budget constraints, many sales teams are seeing CFOs get involved in every deal, regardless of size. The ability to sell to the CFO is now a crucial skill every seller needs in order to hit revenue targets in today’s market.
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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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Categories: Sales Conversation | Sales Planning | Sales Transformation
An elite sales organization is one that drives higher win rates, larger deal sizes, higher margins, and predictable revenue. Can you confidently say you and your team excel in all of these areas? Whether you're launching a new product, moving to a subscription model or trying to meet accelerating growth rates, it is difficult to scale if you don't have the foundation in place.
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Categories: Company Alignment | Sales Conversation | Sales Leadership | Sales Productivity
Hear from Joe Marcin, former SVP of Global Sales at ClickSoftware. Click is a leader in field service management solutions, arming service leaders with real-time recommendations and operational intelligence. ClickSoftware was purchased by Salesforce for $1.35 billion. Joe is an experienced sales leader who has a breadth of experience selling complex software solutions globally. Force Management has worked with ClickSoftware to improve its sales productivity.
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Categories: Sales Conversation
As many of you know, my mother, Eileen Kaplan was a therapist who worked with the military. One of the greatest lessons that she taught me was making me stand in my moment of pain. This used to bug the stuffing out of me when I was younger because she always had a way of getting me to face reality. Today, as I travel around the world working with some of the coolest companies on the planet, this lesson is as relevant as ever.
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Categories: Sales Conversation | Sales Negotiation
One of the most-often missed points from salespeople using a value-based selling methodology is how to define value. Here’s one definition: Something that provides incremental benefit to the customer, beyond what they would achieve from their most likely alternative (e.g., a competitor, doing it themselves, or even doing nothing). However, the pivotal point in regards to this definition is that it must align with what the customer wants to achieve. What are the positive business outcomes the customer is looking to achieve?
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