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Blakely Roth

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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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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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Blog Feature

Categories: Sales Conversation  |  Trap Setting Questions

Get Beyond the Technical Buyer

Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects. Conversations around technical requirements and buyer decision criteria can either propel a deal forward or cause problems that are difficult to overcome, like small deal sizes, stalled deals or discounts. Elite sellers take on this challenge by focusing on connecting those technical requirements to business challenges that have significant financial implications. This connection helps you move your deals higher in the customer organization, increasing the value and the price. Here are some key steps to make it happen: 

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Blog Feature

Categories: Podcasts  |  Sales Discovery Process  |  Sales Qualification

Coaches VS. Champions: Know the Difference

Champions can be a critical component to closing complex details. Identifying a Champion in your deal is a key step, but one where salespeople can struggle. Champions can easily be confused with Coaches. Make sure you know how to identify a Champion.

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