Categories: Sales Discovery Process | Sales Process
A lost sales opportunity hurts the bottom line, but it can also provide a valuable teaching lesson for your sales team. There is usually a quantifiable reason that the sale wasn’t made. Identifying what went wrong gives your team an opportunity to understand how not to make the same mistake twice. Help your team recover from the lost sales opportunity quickly and effectively. Here are four questions you can ask your salespeople that will help them learn from their mistakes.
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It’s no longer a bold statement to say that your organization needs to be in the social game if you plan to achieve optimal sales productivity. Social media helps sales organizations drive pipeline by (1) engaging with buyers earlier in the sales cycle, (2) maintaining relationships with current customers and (3) demonstrating valuable market insight. Eighty-seven percent of decision makers in B2B sales organizations spend time researching products and services on social media. Just like having a website in the 1990s, buyers are now judging the legitimacy of an organization based on their presence (or lack thereof) on social media. Research shows that salespeople who use social media are more successful, but how does a sales organization begin to embrace social activities as part of a sales process? The first step is to recognize that social selling isn’t your magic bullet.
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Categories: Sales Planning
When our clients come to us to improve their sales planning processes, they often have a misdirected focus. As a result, they’re dealing with a waterfall of problems: Reps frequently missing quota goals Inaccurate revenue forecasting High percentage of deals closing late in the quarter Inadequate territory & account penetration
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Categories: Sales Conversation
Effective value-based selling starts with a sales conversation focused on solution value and differentiation in a way that ties back to the customer’s required capabilities. Remember, you don’t have to wait for a big sales presentation to get those points across to a prospect. Start with your next meeting or call with a customer. Whether it’s a cold call, a LinkedIn message or a brief email your initial sales contact should be succinct and impactful.
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Categories: Sales Conversation
In complex B2B sales, it can be difficult for even the most veteran of salespeople not to walk into a meeting or conduct a call with a new prospect and immediately start discussing the greatest features of their latest product or software plan. Many salespeople will make this mistake right after their sales kickoff, enticed by this year’s new offerings. Remember, the cornerstone to effective sales messaging is the customer.
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Categories: Sales Conversation
Understanding your customer’s minimum requirements and decision criteria is a fundamental component to any successful sale. If your buyers want to achieve specific Positive Business Outcomes, then there are a set of Required Capabilities that need to be in place with any solution they consider. Consider a deal you are working on right now. Ask yourself these three questions:
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