Categories: Sales Conversation | Sales Process
A Champion can be a pivotal component to your successfully closing an opportunity. A Champion... Has access to the Economic Buyer Possesses organizational credibility, influence and power Actively sells on your behalf, when you’re not there Often salespeople can be confused if they're working with a Champion or a coach in their deals. This common confusion is why we always refer back to the definition of a sales Champion... The definition of a sales champion: A Champion is someone who has power and influence within their company and actively sells on your behalf. Champions sell for you because they have a vested interest in your success. Because they contribute to your on-going success, it’s important that you build that relationship.
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Categories: Sales Conversation
Effectively executing your sales conversations is the cornerstone to your success quarter after quarter. It may sound simple, but human behavior is heavily influenced by the words we use. Knowing the right words to remember—and which ones to forget—can make the difference between a conversation that moves an opportunity forward and one that stops it in its tracks.
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Categories: Sales Conversation
It’s all too common for salespeople to get caught in conversational limbo while the “gatekeepers” of a prospective company relay messages to and from the actual decision-maker. This form of selling is inefficient and stifles your revenue momentum.
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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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In today’s digital world, B2B buyers are more engaged and digitally informed. The rise of the connected buyer means your sales organization needs to account for a buyer who is more educated and researched than ever before. They’ve done their homework on your solution – and your competitors’ solutions as well. When they finally contact a salesperson, they’re ready to talk price. In order to move beyond regular vendor status, you’ll need to take action.
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Categories: Sales Conversation
Your Challenge We’ve all been in this conversation at one time or another in our sales careers. Your prospect may understand some of the value you can provide, but is also considering using internal resources to achieve the same result.
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