Categories: Sales Discovery Process
Deals are won and lost in discovery. It’s a critical part of the sales process because it’s where you lay the groundwork for attaching to business problems and selling on value. Some salespeople have a tendency to rush the discovery process, anxiously trying to get the order. Pushing the process doesn’t set your deal up for success. However, taking your time in discovery requires effective questioning. Take your time, you’ll thank yourself later. Here are a few tips to help you ask great questions.
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Categories: Sales Conversation | Sales Negotiation
Even the most experienced salespeople can find themselves in the middle of a challenging sales opportunity that they’re struggling to either move ahead or close. Take a step back to reassess your deal. How you can compel your buyer to action? After all, they've got problems they need to solve. Here are three common sales scenarios we see when deals are stuck and simple steps you can take to correct your course, or avoid the same challenges the next time around.
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Categories: Sales Conversation | Sales Process
When you hear "audible-ready", the first thing you probably think of is football. Specifically, when a quarterback steps to the line and changes the play call to one that takes advantage of weak defense . In a matter of seconds, the quarterback analyzes the defense and changes the play. Being able to recognize the strengths and weaknesses of the defense is crucial to how successful the offense will be. In football, making the correct audible calls can be the difference in winning and losing a game.
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Categories: Sales Conversation
Accelerating growth is not always about closing new opportunities. It’s also about getting more out of the opportunities you have. That’s why the most successful companies are focused on cross-sell and upsell strategies, as well as net new business. How do you create and capture continued value for your customers? If you’re responsible for cross-sell and upsell opportunities within your organization, here are some key steps you can take to improve your ability to cross-sell and upsell within your customer accounts.
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Categories: Sales Planning | Sales Process
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. Think about your most critical accounts. Do you have an effective plan set up around your top accounts? How are you going to improve and/or expand your organization’s position within those organizations?
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Categories: Podcasts
One of the most succinct pieces of advice our sales performance experts often share with reps is to go in curious and listen. Going in curious means you’re not going in assuming you know what the buyer's problems are. Instead, you’re asking great questions and letting the buyer do most of the talking. The conversation should be focused on buyer needs, challenges, and desired outcomes. Remember, opportunities are won and lost on effective discovery. You can't be a best-in-class seller if you can't ask great questions and actively listen to your buyer’s answers.
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