Success is achieved when preparation meets opportunity. If you are looking to keep your sales teams focused, maintain momentum and prepare for what’s to come when we’ve weathered the worst of the storm, you need your teams focused on the fundamentals. 

No matter the external factors, good selling is always good selling. Often, when we find opportunities stalling or not coming to fruition, it can often be tied back to a basic fundamental component to great selling. This page is meant to be a resource for sales best practices.

Use this page as a one-stop resource to enable your reps, your managers and your sales teams.

1

Aligning Your Executive Team on the Sales Strategy

The power of gaining cross-functional alignment on your buyer value drivers and your company's differentiators can't be underestimated. It's a critical step in equipping your salespeople to execute at the buyer-level.  Use these resources to help make the case for alignment and develop a consistent sales strategy and parallel message of buyer value. 

2

Maintaining Focus on the Buyer in Sales Conversations

Having a buyer-first focus in sales conversations leads to higher win rates. Ensure your sales reps are equipped to articulate value and differentiation in a way that resonates with your buyer. Use these resources to focus your reps on the buyer message and improve your reps' ability to move deals forward to a high-value close.

3

Enabling Your Champions

Champions can be a pivotal component to complex enterprise-level deals. When your sales reps have a true champion, they have an advocate who is invested in your company winning their business, has power and influence, and actively sells on your behalf. Use these resources to help your sales teams enable their champions, test them and leverage their relationships for further opportunities.

4

Giving Effective Feedback

5

Maintaining Sales Momentum

Being competitive today is crucial to surviving tomorrow. Sales leaders around the world are making decisions on ways to keep their sales reps productive on a consistent basis. That being said, what are you doing to maintain momentum, differentiate your solutions and increase your competitive edge? Use these resources to increase your team's ability to compete in an uncertain economy. 

 

6

Great Virtual Sales Conversations

Remote and virtual selling is nothing new. For many of us, we have always been moving opportunities forward via conference calls and video chats. However, it is critically important that your sellers are differentiating themselves in every conversation. Remember, there's as much differentiation in how you sell, as there is in what you sell. Use these tips as a checklist or an outline to share with your teams.

You still have numbers to hit.
You need a way to do it.

All organizations struggle to achieve consistent success in quarterly and annual numbers. Hitting your numbers repeatedly can be challenging without effective messaging and sales enablement processes in place. Our Sales Productivity Methodology moves the needle, quarter after quarter, year after year.