Categories: Sales Planning | Sales Process
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. Think about your most critical accounts. Do you have an effective plan set up around your top accounts? How are you going to improve and/or expand your organization’s position within those organizations?
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Categories: Podcasts
One of the most succinct pieces of advice our sales performance experts often share with reps is to go in curious and listen. Going in curious means you’re not going in assuming you know what the buyer's problems are. Instead, you’re asking great questions and letting the buyer do most of the talking. The conversation should be focused on buyer needs, challenges, and desired outcomes. Remember, opportunities are won and lost on effective discovery. You can't be a best-in-class seller if you can't ask great questions and actively listen to your buyer’s answers.
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Categories: Sales Negotiation
There isn’t a salesperson out there who hasn’t dreaded a meeting with procurement. After all, that’s where late-stage opportunities (those you’ve spent countless hours on) may hit detrimental roadblocks. It’s important to remember that a professional buyer, just like your other decision makers, has specific interests and value drivers just like everyone else. It’s up to you to understand, influence and align those factors with your value and differentiation. Here are tactics you can use to win more and help professional buyers be a hero in their organizations.
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Categories: Sales Negotiation
A critical way to minimize price-only sales negotiations is to provide multiple options to your buyers. In our Value Negotiation sales engagements, we often help sellers understand the concept of presenting multiple options, coaching them on how to execute in front of their prospects. This article covers some of those concepts and the steps you can take in your opportunities to present multiple options and sell more.
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Categories: Sales Conversation
Value-based selling demands an understanding of a basic buying process, the stages that guide a buyer from determining their requirements to actually signing a deal. Improve your ability to progress your prospects through these stages in a way that leads a buyer towards your solution and away from the competition (including a do-nothing or do-it-internally competitor). Focus on providing your prospects business value throughout your sales process.
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Categories: Sales Conversation
There’s as much differentiation in how you sell as there is in what you sell. The most successful salespeople don't stand out from the competition by touting the features and functions of their latest product. Rather, they are diligent about articulating customer value and practicing good selling fundamentals. A salesperson who focuses on value and solving problems with business impact will make a lesser competitor nervous every time. Use these best practices to differentiate yourself with your prospects and stand out from the competition.
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