Categories: Sales Discovery Process
We write a lot about executing an effective discovery process. It’s one of our most popular blog topics, likely because it’s one of the most important components to a value-based sales conversation. Effective discovery helps separate you from other salespeople, putting you in a better position to influence the decision criteria, instead of simply react to it. Top sellers know that solid and ongoing discovery helps the customer clarify their thoughts and may encourage them to think about their situation in a way they haven’t before. We rounded up some of our best resources on executive effective discovery. Use them to your advantage.
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Categories: Differentiation | Podcasts
Deals are won and lost in discovery. Your ability to find a business problem that you can attach your solution to is a critical component to advancing the sale. It's critical that you uncover buyer needs, and at the same time, align your differentiation to those needs. Think about why people choose your solution and how you can get those points into every buyer's decision criteria. Improve your ability to align your solution’s differentiation to the positive business outcomes (PBOs) your buyers are trying to achieve in a way that’s meaningful to your buyer, and impactful for your bottom line. Here are a few actions steps:
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Categories: Differentiation | Sales Conversation
Closing opportunities faster is easier when you tailor your sales conversations based on buyer needs. Sellers that exceed quotas excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business challenges.
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Categories: Sales Discovery Process
Deals are won and lost in discovery. It’s a critical part of the sales process because it’s where you lay the groundwork for attaching to business problems and selling on value. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process doesn’t set your deal up for success. However, taking your time in discovery requires effective questioning. Take your time, you’ll thank yourself later. Here are a few tips to help you ask great questions.
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Categories: Sales Conversation | Sales Negotiation
Even the most experienced salespeople can find themselves in the middle of a challenging sales opportunity that they’re struggling to either move ahead or close. Take a step back to reassess your deal. How you can compel your buyer to action? After all, they've got problems they need to solve. Here are three common sales scenarios we see when deals are stuck and simple steps you can take to correct your course, or avoid the same challenges the next time around.
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Categories: Sales Conversation
Accelerating growth is not always about closing new opportunities. It’s also about getting more out of the opportunities you have. That’s why the most successful companies are focused on cross-sell and upsell strategies, as well as net new business. How do you create and capture continued value for your customers? If you’re responsible for cross-sell and upsell opportunities within your organization, here are some key steps you can take to improve your ability to cross-sell and upsell within your customer accounts.
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