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The latest tips to help you sell larger deals, exceed your quota and beat the competition.

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Rachel Clapp Miller

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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: 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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Categories: Sales Productivity

Our Best Sales Tips For Handling an RFP

We are asked frequently about handling request-for-proposals, especially by our Command of the Message Alumni. What if you're late to the RFP process? What if you know your prospect is going to issue one, but hasn't yet. How can you be ready?

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Categories: Sales Discovery Process

Strategies to Increase Sales: Asking Bold Discovery Questions

Discovery is the most important part of the sales process. This is where you lay the groundwork for all future interactions with the client and build a relationship that will provide value over the long term. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process leads to bad habits. Instead, focus yourself on being more efficient in uncovering key business issues that lead to great deals. Here are a few questions to use that will help lead a conversation to a business impact discussion.

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Categories: Sales Conversation  |  Sales Discovery Process  |  sales challenges

Sales Best Practices: Attach to the Biggest Business Problem

Every sales team strives for the same essential goals: More deals, larger deals, faster closes. We all know that whom the sales person speaks to and how they move the customer through the sales process profoundly impact these goals. But in an ever-shifting B2B buying landscape, and more decision makers as part of the process, it can be even more difficult to engage the people who have the authority to allocate funds for a pricey purchase. It boils down to a salesperson’s ability to attach to the customer’s largest business problem. Salespeople who speak to low-level problems will be delegated to low-level employees. If the salesperson talks like a network administrator, they will find themselves only selling technical solutions. When you’re bogged down with conversing back and forth with those who have fixed budgets, you may close opportunities but you won’t gain any traction increasing your deal size. Remember:

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How to Close a Great Sales Discovery Meeting

Sales opportunities are often won and lost on the ability for the account team or individual rep to uncover the business pain and the financial impact of the pain. The most successful salespeople are the ones who execute great discovery conversations as part of the sales process. Elite salespeople know how to use those conversations as a way to drive next steps.

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