Categories: Sales Productivity
If you’ve been in the selling game awhile, you’ve likely received your share of sales advice. We recently started a LinkedIn discussion asking for the best sales advice you've ever received. Here’s a list of some of our favorite responses:
Share
Categories: Sales Conversation | Sales Process
In B2B complex sales, every prospect account in your pipeline involves critical factors that will turn that open opportunity into a closed deal. If you can’t uncover those key components in your sales conversations, you’ll struggle to get that signed contract. Before you make your next sales call, ready yourself to command your message.
Share
Get the latest tips and advice delivered right to your inbox.
Categories: Sales Conversation
Earning the buy-in of C-level executives is a critical step to improving margins and increasing your average deal size. Gaining access to top-level decision makers means you have to be skilled in (1) attaching your solution to the largest business issues and (2) understanding what influences their decision process.
Share
Categories: Sales Process
An effective sales process maps to and facilitates your customer’s buying process. Don’t assume that one size fits all. It’s likely that your market has different segments of buyers, and these segments have different needs. As a sales leader, make sure that your sales process is on target to align with the needs of your buyers.
Share
Categories: Sales Conversation
One of the most critical things you can do during a sales call is to get the customer to establish decision criteria (required capabilities) that are in your favor. If you arrive late to the sales process and are faced with decision criteria that have already been set, you need to determine two things:
Share
Categories: Sales Conversation
Effectively articulating the value and differentiation of your products and services can make or break a deal. When a sales force is consistently expressing how their solutions solve customer problems better than the competition, the impact is clear. They’ll achieve:
Share
