Categories: Sales Productivity
Sales professionals are under constant pressure – tasked with taking on bigger territories, facing higher quotas and making more customer contacts than ever. You’ve probably felt this stress, and like many others, you might struggle with the high demand and need to improve sales performance.
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Categories: Sales Conversation
Do you have healthy sales habits that enable you to close large deals? When you adopt the right sales approach, you’ll increase your client base and build long-term relationships that enable you to consistently achieve and exceed your quota.
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Categories: Sales Conversation
Every salesperson is focused on closing deals. But, are you working towards closing the type of deals that allow you to charge a premium and solve the pain point with the greatest business impact? Larger deal size often means larger commission and a greater chance to exceed your quota.
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Categories: Sales Discovery Process
We often say that opportunities are won and lost on effective discovery. It's difficult to close a high-value deal if you haven't clearly uncovered the business pain to which to tie your solution. However, one of the most-often overlooked components to executing a great discovery call is to finish strong.
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Categories: Sales Conversation
Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.
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Categories: Sales Conversation
Finding a customer problem is the first step to winning the business. If you uncover a problem that has business implications, you set the stage for closing an opportunity that’s hinged on value. Remember, there is no value without a customer problem. The way to uncover that problem is by asking great questions that drive an effective discovery session. Here are five components to executing an effective discovery-based conversation and uncovering new business opportunities.
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