Categories: Sales Messaging
A well-defined sales messaging strategy drives high-level buyer-focused sales conversations. It's almost impossible to grow your sales organization if your account executives are unable to articulate the value and differentiation of your products in a way that has meaning to the buyer.
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Categories: Sales Negotiation
Successful sales negotiation depends on more than just an individual seller’s set of skills. Mastering tactical maneuvers will never provide the kind of framework your sales team needs to consistently win great deals for your company. An effective sales negotiation process leverages the value and differentiation of your company’s offerings, creates alignment across internal departments and provides sellers with a repeatable framework to use successfully in the field. You may have a relatively young sales force that's frequently having to negotiate with seasoned procurement professionals. Perhaps, you find yourself getting increasingly frustrated with the fact that your team is always having to discount on price. Or, you know as a leader, that there is a lack of consistency in how your salespeople approach deals. If you're dealing with any of those challenges, it's likely your organization could benefit from developing some key negotiation tools that support your salespeople's ability to negotiate on value.
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Categories: Sales Transformation
One of the most common questions we receive from prospects concerns the cost of our engagements. We pride ourselves on delivering incredible return for our customers, but that doesn't mean we shy away from talking price with prospects. That's why we just published "The Cost of a Sales Initiative," a web page devoted to the inputs and levers that contribute to the cost of launching our offerings.
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Categories: Sales Planning
Like it or not, the end of a year is a good time to start thinking about your plan for the next year. Have you drained the pond this year? How are you stacked up for success next year? What's your plan to make the plan?
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Categories: Competitors
In many sales organizations, the competition against “No Decision” is more fierce than it is against an actual company selling a similar solution. Sometimes when you’re going up against an established solution or the status quo, getting a prospect to invest and act can be an uphill battle.
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Categories: Sales Coaching Tools | Sales Leadership
When role plays are executed the right way, they can be an effective way for sales managers to add value to their sales reps. They provide an avenue for a salesperson to practice an important sales conversation, rather than going into a customer call cold. It also gives managers a way to provide actionable feedback for improvement. Here are five tips for executing an effective role play session with your reps:
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