Categories: Sales Conversation | Sales Discovery Process
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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Categories: Sales Conversation
Even the most successful salespeople have to remind themselves about sticking to the fundamentals. When we've had some selling success, it's easy to rest on our laurels and forget the basics that helped drive our numbers in the first place.
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Do you feel like you’re stuck in a sales rut? Are you taking the same steps with each prospect, without seeing any improvements to your sales success? It’s easy to take high-level strides to improve your overall sales process. But, making time daily to optimize your approach and sharpen your skills is difficult when you have dozens of emails to respond to or prospects you want to contact. If you want to get real results for your sales efforts, it’s time to add a few new tools to your sales arsenal.
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Categories: Competitors | Sales Discovery Process
Opportunities are won and lost on discovery. The ability to ask great questions in your sales conversations is one of the most common traits for elite salespeople. The greater your depth of awareness of the prospect's problem, the better equipped you are to sell a high-value solution to match. Still, many salespeople struggle with getting prospects to truly reveal negative consequences and challenges with significant business impact. We've pulled together some of our best practices for executing a great discovery process:
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Categories: Competitors | Sales Process
If you've sold for any amount of time, you know that there is always a competitor in the sales process. It may be another vendor, or even the dreaded "do nothing" or "do it internally". Any of these options can stop a deal in its tracks. Without the ability to clearly differentiate your solution, and understand its value, a buyer's decision is arbitrary and often price-driven. We pulled together some key tips to help you beat the competition in your sales process. Use these concepts as ways to help you prepare and execute meaningful and winning sales conversations.
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Categories: Sales Conversation
Have you ever been at a party, and the person you were talking to couldn’t stop talking about himself or herself? One-sided conversations like that can be really off-putting. And, it’s no different in sales conversations, either.
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