Categories: Differentiation | Sales Conversation
With the new year, new goals and likely new initiatives all underway, now is the time to prepare to crush your number this year. Here are ten ways to make it happen: 1. Plan to Make Your Plan Whether you’re coming off of your best year yet and want to repeat that success or are looking for ways to improve this year, now is the time to put in the work and ask for what you need to do to make it happen. How are you going to make your plan this year? What do you want to deliver? Here are three areas you can focus on when coming up with your action plan.
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Categories: Differentiation | Podcasts
Deals are won and lost in discovery. Your ability to find a business problem that you can attach your solution to is a critical component to advancing the sale. It's critical that you uncover buyer needs, and at the same time, align your differentiation to those needs. Think about why people choose your solution and how you can get those points into every buyer's decision criteria. Improve your ability to align your solution’s differentiation to the positive business outcomes (PBOs) your buyers are trying to achieve in a way that’s meaningful to your buyer, and impactful for your bottom line. Here are a few actions steps:
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Categories: Differentiation | Sales Conversation
Closing opportunities faster is easier when you tailor your sales conversations based on buyer needs. 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 | 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 a few 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: Competitors | Differentiation | Sales Conversation
There’s hardly an opportunity that doesn’t come with some sort of competition. Whether it’s an established vendor that has the upper-hand, or you are dealing with some internal forces that are making it hard to move your opportunity forward. Today, The Command Center breaks down how to deal with significant obstacles in your opportunity.
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