Categories: Sales Conversation
If you are just starting your sales career, it can be intimidating when you’re selling to much more experienced executives. After all, how can you convince them that you understand their business, when they can tell you’re only a few years out of college? The answer? Remember the key tenets of value-based selling. They’re your best weapon against combatting the bias experienced executives may have against you.
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Categories: Sales Conversation
Accelerating growth is not always about closing new opportunities. It’s also about getting more out of the opportunities you have. That’s why the most successful companies are focused on cross-sell and upsell strategies, as well as net new business. How do you create and capture continued value for your customers? If you’re responsible for cross-sell and upsell opportunities within your organization, here are some key steps you can take to improve your ability to cross-sell and upsell within your customer accounts.
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Categories: Sales Conversation
We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.
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Categories: Sales Conversation
Value-based selling demands an understanding of a basic buying process, the stages that guide a buyer from determining their requirements to actually signing a deal. Improve your ability to progress your prospects through these stages in a way that leads a buyer towards your solution and away from the competition (including a do-nothing or do-it-internally competitor). Focus on providing your prospects business value throughout your sales process.
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Categories: Sales Conversation
There’s as much differentiation in how you sell as there is in what you sell. The most successful salespeople don't stand out from the competition by touting the features and functions of their latest product. Rather, they are diligent about articulating customer value and practicing good selling fundamentals. A salesperson who focuses on value and solving problems with business impact will make a lesser competitor nervous every time. Use these best practices to differentiate yourself with your prospects and stand out from the competition.
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Categories: Sales Conversation
When you’re pursuing an opportunity and you earn that coveted time with a decision maker, you have to be ready to uncover their needs and articulate your value. Oftentimes, you only get one chance to get it right. Ensure you achieve your desired outcomes in your next sales conversation. Do the work up front to make it happen.
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