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The Seller's Command CenterTM

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Categories: Podcasts  |  Sales Conversation  |  Sales Messaging

Podcast: How to Use Metrics in Your Sales Conversation

Metrics can be a tricky concept for salespeople, especially those who are new to our Command of the Message® methodology. Typically we find these sellers are using metrics in the wrong way in the sales conversation. Metrics are important, but they're not the whole story. They don’t necessarily solve the Positive Business Outcomes or the Required Capabilities.

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Categories: Sales Planning

How to Hold to Your Committed Forecast

One of the greatest aspects of my job is the ability to speak to sales leaders / CROs / VPs on a regular basis and learn what their sellers do well and where they need to improve. One common theme that often comes from these conversations is the need to improve forecasting accuracy and eliminate “slipped deals”. 

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Categories: Sales Conversation

Why You’re Struggling With Metrics in the Sales Conversation

We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.

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Categories: Sales Conversation

When to Leave A Voicemail

The role of the Sales Development Representative (SDR) has become more relevant today than any other time in the past. Organizations are investing in this resource as they recognize that SDRs can handle the “front end” of the sales cycle, freeing time for Account Executives or field Reps to focus on advancing the opportunities forward. This division of labor is effective.

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Categories: Sales Conversation

You Secured the Meeting, Now What?

There are several milestone achievements the SDR/BDR attains during the front end of the sales cycle. One is to successfully prospect, engage and finally qualify a potential prospect who will consider buying a solution to solve one, or many, of the problems they might have. You are wrapping up the call, reviewing the next steps, and confirming a date and time for the next meeting. Done!

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Categories: B2B Buyer  |  Company Alignment

Podcast: Aligning with Your Buyer in Sales Conversations

Effective discovery can make the difference between closing a great deal and consistently missing your quota. Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. The key is to prepare, ask great questions, listen and effectively play back what you heard to the customer.

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