Categories: Differentiation | Sales Conversation
With the new year, new goals and likely new initiatives all underway, now is the time to prepare to crush your number this year. Here are ten ways to make it happen: 1. Plan to Make Your Plan Whether you’re coming off of your best year yet and want to repeat that success or are looking for ways to improve this year, now is the time to put in the work and ask for what you need to do to make it happen. How are you going to make your plan this year? What do you want to deliver? Here are three areas you can focus on when coming up with your action plan.
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Categories: Podcasts
The best athletes put in extra time, even just 15 minutes a day to improve their skill set. Extra shots after practice, another lap around the track, ten more reps — they put in the work to take their career to the next level. The same is true in sales. How can you put in extra effort?
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Categories: Sales Conversation
Improve your ability to not just land high-value deals but also ensure positive customer outcomes and long-term account retention, by staying buyer-focused in your sales conversations. Elite sellers put themselves in the shoes of their buyers. They focus their sales approach on helping buyers understand their business problems and what’s needed to solve them. As a result, they drive better numbers at close and ultimately ensure their customers achieve their desired results.
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Categories: Podcasts
We recently caught up with Force Management’s Senior Director of Consulting Patrick McLoughlin on the Audible-Ready Sales Podcast. He shared some lessons learned in his 30+ year sales career. Here are our top takeaways from that conversation.
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Categories: Sales Discovery Process
If you want to steer a buyer’s solution requirements away from your competition (including a “do nothing” or a “no decision”), there are a few key areas of your sales conversation that you can focus on to successfully stack customer requirements in your favor.
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Categories: Sales Discovery Process
Who doesn’t want to get higher in an organization and gain more access to people with discretionary funds? If you feel like you’re consistently selling to the lower rungs of your customers' organizations and your managers are telling you to get higher, you likely need to adjust your sales conversation. Remember, whoever you’re working with in a buyer’s organization is one of many. Selling higher requires you to expand your point of view on the business perspectives of other key players in a buyer’s organization. At the same time, avoiding stalls, losses or delegation requires you to expand your buyer’s point of view on the benefits of an enterprise-level business case, not just a business case for their siloed needs. Improve your ability to gain access to decision makers higher, wider and deeper in a buyer's organization and make an impact. Here are three common reasons why salespeople sell low and how you can shift your process to sell higher.
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