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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.
Categories: Sales Messaging | Sales Process
When you hear "audible-ready", the first thing you probably think of is football. Specifically, when a quarterback steps to the line and changes the play call to one that takes advantage of weak defense . In a matter of seconds, the quarterback analyzes the defense and changes the play. Being able to recognize the strengths and weaknesses of the defense is crucial to how successful the offense will be. In football, making the correct audible calls can be the difference in winning and losing a game.
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Categories: Competitors | Sales Process
If you've sold for any amount of time, you know that there is always a competitor in the sales process. It may be another vendor, or even the dreaded "do nothing" or "do it internally". Any of these options can stop a deal in its tracks. Without the ability to clearly differentiate your solution, and understand its value, a buyer's decision is arbitrary and often price-driven. We pulled together some key tips to help you beat the competition in your sales process. Use these concepts as ways to help you prepare and execute meaningful and winning sales conversations.
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Categories: Champions | Sales Process
We received a lot of great feedback from our “Building Up Your Champion” podcast that we published last month. So much so that we wanted to provide some additional resources for you to further leverage the Champion relationship.
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Categories: Customer Verifiable Outcomes | Sales Process
The competitive nature of salespeople mean that they hate to lose. Giving up an opportunity to make a sale just isn’t in the typical salesperson’s DNA. Like a bad relationship, salespeople can linger too long hoping they’ll be able to change the circumstances. Sometimes though, you need to focus your time and energy on an opportunity that’s worth your time.
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Categories: B2B Buyer | Sales Process
If you are selling in complex B2B sales, you know there are critical factors in every opportunity that could influence whether or not you’re able to close the deal. The key to commanding your message is to make sure that you are uncovering that important information in your sales conversations through effective discovery and a value-based sales conversation.
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Categories: Sales Coaching Tools | Sales Discovery Process | Sales Process
A lost sales opportunity hurts the bottom line, but it can also provide a valuable teaching lesson for your sales team. There is usually a quantifiable reason that the sale wasn’t made. Identifying what went wrong gives your team an opportunity to understand how not to make the same mistake twice. Help your team recover from the lost sales opportunity quickly and effectively. Here are four questions you can ask your salespeople that will help them learn from their mistakes.
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