Categories: Sales Conversation
Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. If you’re at this crossroads, congratulations, you’ve done the hard work to progress your sales career to this point. Now, make sure you’re prepared to adjust your sales process in a way that accounts for more complicated deals.
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Categories: Sales Productivity
I recently participated in a fireside chat for the MongoDB SKO with my great friends Cedric Pech, CRO at MongoDB and John McMahon, Board Member of MongoDB. It is always so much fun to share my thoughts on how elite sellers are maneuvering through this environment with old friends and experienced salespeople.
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Categories: Sales Conversation
If you sell for a living, you know the power of a customer testimonial. An effective client reference may mean the difference between a lost opportunity and a won deal. While your company may have great testimonials, if you don’t know how to use them in a sales process ... their value will fall flat. There are numerous ways to leverage customer testimonials in the sales conversation. The most elite salespeople look for the right opportunity to have the greatest impact and maximize the effectiveness of their proof points. After all, your sales process shouldn’t be a cookie-cutter approach. Rather, it should align with what your buyer needs and how he/she buys. The key to leveraging any testimonial is to use it in a way that has impact, depending on your prospect. How do you know when the timing is right?
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Categories: Sales Conversation
A seller’s biggest asset is their ability to articulate value and differentiation in a way that solves their customer’s most pressing business problems. Anything you share beyond what’s relevant to your buyer's business pains is just noise that could lead to you losing to competition altogether (including a do-nothing or do-it-internally decision).
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Categories: Sales Conversation | Trap Setting Questions
Getting beyond technical buyers and in front of economic buyers requires you to make distinct connections between your solution’s technical capabilities and the business pains of your prospects. Conversations around technical requirements and buyer decision criteria can either propel a deal forward or cause problems that are difficult to overcome, like small deal sizes, stalled deals or discounts. Elite sellers take on this challenge by focusing on connecting those technical requirements to business challenges that have significant financial implications. This connection helps you move your deals higher in the customer organization, increasing the value and the price. Here are some key steps to make it happen:
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Categories: Podcasts | Sales Discovery Process | Sales Qualification
Champions can be a critical component to closing complex details. Identifying a Champion in your deal is a key step, but one where salespeople can struggle. Champions can easily be confused with Coaches. Make sure you know how to identify a Champion.
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