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The Seller's Command CenterTM

The latest tips to help you sell larger deals, exceed your quota and beat the competition.

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Categories: B2B Buyer  |  Company Alignment

Podcast: Aligning with Your Buyer in Sales Conversations

Effective discovery can make the difference between closing a great deal and consistently missing your quota. Uncovering business problems provides you, as a salesperson, the ability to effectively map your solutions to the customer's required capabilities. The key is to prepare, ask great questions, listen and effectively play back what you heard to the customer.

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Categories: B2B Buyer  |  Sales Discovery Process

The Best Way to Ask Tough Questions in the Sales Discovery Process

If you want to find the business issue with the largest impact, you need to be able to execute an effective discovery process that enables you to drill down on a business issue and demonstrate your own positive business intent. You need solid questions, if you want to effectively map your value to their business problems. 

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Categories: B2B Buyer  |  Sales Coaching Tools  |  Sales Conversation

Memorize these Five Questions and Sell Larger Deals

Salespeople who have the ability to ask great questions and use the answers to benefit their sales conversations are able to drive larger deal sizes. When you’re able to uncover the largest business problem and at the same time, create a sense of urgency in the sales process, you’ll create great value. That value prevents discounting and transactional commodity selling.

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Categories: B2B Buyer  |  Social Media

Using Social Media to Demonstrate Value

There’s no question that the buying process has changed and that social media has become a very important channel to stay connected with your buyers during traditionally dark periods in the sales process. With so much information about any product or service online, what it means to be a sales person has entirely changed. What does exactly does this mean?

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Categories: B2B Buyer  |  Sales Execution

Six Questions to Test Your Prospect's Decision Process

If your sales team is responsible for closing complex enterprise deals, you know that the process can be lengthy and complex. You’re probably also painfully aware that it can be fraught with peril. Anything from an unexpected objection to a shift in leadership can undo your team’s progress and kill the deal.  High-performing sales teams, understand that the key to closing more deals lies in a critical understanding the buyer’s process. These high performers leverage that understanding to anticipate obstacles and effectively drive the process to completion. Here are six questions to help your team members gauge the strength of an opportunity. 

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Categories: B2B Buyer  |  Industry Insight

The Sales Snapshot: Three Ways to Put the Focus Back on Your Customer

The pace of change continues to accelerate in the B2B sales landscape. Corporate buyers have increasingly greater access to information, across multiple platforms, and in many formats, placing them in greater control of their purchasing process than ever before.

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