Categories: Differentiation | Sales Conversation
Elite sellers stand out not just by what they sell but by how they sell. How you sell virtually can help you differentiate yourself from competitors and help you build trusted advisor status within your accounts. Having a seamless and professional virtual presence is the least your buyers expect in remote sales conversations. This expectation leaves no time to let up on basic best practices. Don't let your competition win on better prep and execution. Assess your virtual persona and ensure you’re maximizing your return from these important sales conversations. Here are some key focus areas:
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Categories: Differentiation | Podcasts
You’ve found a champion, now ensure you are leveraging their power, influence and vested interest in your success. Are you guiding your champion through their buying process, or are you dragging them along through your sales process? Continuously help your champion drive the success of the deal by staying aligned with their internal challenges and coaching them on how to execute effectively inside the account. Here are key ways to stay aligned with your champion to ensure a positive outcome:
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Categories: Differentiation | Sales Process
Matt Payne is a seasoned sales enablement executive, with extensive experience in software. A certified Command of the Message Facilitator, Force Management worked with Matt at Jama Software helping the company align the sales strategy with the organization’s growth goals. After leaving Jama, Matt continued his sales enablement experience for a customer data platform company. Several years ago an engineer friend of mine was laid off and was trying to find work. After a few weeks of job searching, we met for coffee. I’ll never forget his serious, deadpan comment, “The skills that make me good at my job are the exact opposite skills needed for finding a job.”
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Categories: Differentiation | Podcasts
We often write about the importance of discovery. Our facilitators frequently say that deals are won and lost in discovery. It's critical that you use this time in the sales process to uncover needs, and at the same time, align your differentiation to what the buyer needs. As a salesperson, you need to think about why people choose your solution and how you can get that criteria into every buyer's decision criteria.
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Categories: Differentiation | Sales Conversation
Closing opportunties faster is easier when you can tailor your sales conversations based on what your buyers need. Sellers that exceed quotas excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business challenges.
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Categories: Differentiation | Sales Process
Every salesperson has worked with a prospect that has dragged their feet on making a final decision. You may be working with one right now. There’s that one deal (or maybe several) that you’ve grown tired waiting around to close. If it’s not moving forward like you expected, here are some questions to ask yourself as it relates to where you may need to go back and reassess.
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