Let's Talk

Start seeing X improvement in your Y

A support statement of your value proposition. Entice your visitor to complete your cta.

Example CTA

Blog Feature

Categories: Sales Conversation

Selling to More Decision Makers

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. 

Read More

Blog Feature

Categories: Sales Conversation

When To Use Customer Case Studies in the Sales Process

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? 

Read More

Subscribe to Our Blog

Get the latest tips and advice delivered right to your inbox.

Blog Feature

Categories: Sales Conversation

Maximize the Effectiveness of Proof Points in Your Sales Conversations

Customer testimonials are an asset to any sales conversation. Providing tangible points on how your solution provides the results you promise strengthens your message. Making the connection between third-party evidence and your prospect’s business challenges can provide the necessary validation to turn an opportunity into a closed deal.

Read More

Blog Feature

Categories: Sales Conversation

5 Ways to Gain Trust in the Sales Process

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).

Read More

Blog Feature

Categories: Sales Conversation  |  Trap Setting Questions

Get Beyond the Technical Buyer

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: 

Read More

Blog Feature

Categories: Sales Conversation  |  Sales Process

Get Better Results by Simplifying Your Meeting Objectives

Sales calls can easily go awry when you try to accomplish too much. Your prospects may become overwhelmed or confused, and you may miss out on key opportunities to advance the deal. Before your calls, determine the key objective you want to accomplish in the conversation. Prepare your agenda accordingly.  

Read More
Sales Pro Central