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Blakely Roth

Blog Feature

Categories: Sales Discovery Process

How to Stack Customer Requirements in Your Favor

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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Blog Feature

Categories: Sales Discovery Process

How to Get Higher in Your Prospect's Organization

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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Blog Feature

Categories: Sales Negotiation

Win More By Making Procurement Your Ally

Many salespeople find dealing with Procurement an unpleasant task. While it may be a thorn in the side of your sales process, it’s important to remember you can reframe the experience by effectively managing the value conversation and the important interests of professional buyers. Find ways to make the sales process easier on professional buyers and include them as critical decision makers along the road to a winning deal. Here’s our top tips for shifting your negotiation approach so you can find success with procurement.

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Blog Feature

Categories: Sales Discovery Process

The Decision Process: Everything You Need to Know to Sell More

As you transition in your career to selling larger contracts and working with more decision makers, your ability to navigate the decision process with multiple business influencers will be critical to hitting your quota. We often use the phrase, “getting multithreaded in your opportunities”. It’s a skill set that takes discipline and commitment in order to successfully navigate the decision process. Improve your ability to sell to multiple decision makers within your accounts with the following best practices. 

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Blog Feature

Categories: Sales Conversation

Selling to More Decision Makers

Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. If you’re at this crossroads, congratulations, you’ve done the hard work to progress your sales career to this point. Now, make sure you’re prepared to adjust your sales process in a way that accounts for more complicated deals. 

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Blog Feature

Categories: Sales Conversation

Maximize the Effectiveness of Proof Points in Your Sales Conversations

Customer testimonials are an asset to any sales conversation. Providing tangible points on how your solution provides the results you promise strengthens your message. Making the connection between third-party evidence and your prospect’s business challenges can provide the necessary validation to turn an opportunity into a closed deal.

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