Categories: Sales Transformation
Hitting your quarterly sales goals can be an arduous task. If you don’t have the right mindset, process and tools, the consequences can be downright spooky. Here are five things that scare most sales leaders and if you are experiencing the same problems, what you can do about it. 1. Your sales team has a lack of understanding when it comes to your value and differentiation.
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Categories: Sales Process
By the time a B2B buyer is on their first sales call with your organization, it's likely that more than half of their buying process is already complete. Connected B2B buyers are more informed than buyers of the pre-internet era, and this economy of connectivity impacts the way they make their buying decisions. Sirius Decisions reports that 67% of the buyer’s journey is now done digitally, and that online searches are an executive’s first course of action when looking for a B2B solution. That’s why, in order to sell to the connected buyer, you have to be aware of how you’re selling, even when you’re not “selling.”
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Categories: Adoption and Reinforcement | Sales Coaching Tools
If your sales organization spent more time selling, how would that affect your sales revenue numbers? Often, salespeople and front-line managers get bogged down in forecasts, reviews, hiring and recruiting. In fact McKinsey Global reports that salespeople spend less than half their day selling. (This infographic provides a good summary). One of the most common sales challenges for leaders is ensuring that their sales team is spending their time where they should be -- building and converting pipeline into deals. Here are four ways you can keep your sales team focused on selling.
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Categories: Adoption and Reinforcement
Reinforcement and adoption are critical components to the success of any sales transformation initiative. With an investment of time and resources to improve your sales organization, elite sales leaders also put a strong effort into the plan to ensure adoption. If you are getting ready to launch a new initiative or recently launched one, take a step back and assess how well your organization is set up for success. Below we’ve outlined five focus areas for successful adoption. Use them as a checklist to determine what components of your organization to assess to ensure your initiative is a success for your sales organization, company, and career.
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Categories: Sales Coaching Tools
The return of college football surely has many of you breaking out the team colors, planning your tailgates, and scheduling your Saturdays around kickoff. It also gives us a reason to dig up this story we caught last year featuring Nick Saban and his Alabama Crimson Tide on 60 Minutes. It’s a behind-the-scenes look at why Saban has been so successful at Alabama. His coaching methods earned him three National Championships and the highest salary in the game. No matter your college football allegiance, you can’t deny Saban’s success. The lesson we took from this 60 Minutes profile comes three and a half minutes in the story.
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Categories: MEDDICC | Sales Process
Any great sales process provides consistently enforced qualification criteria. These measures help your sales team ensure that any sales opportunity warrants your investment of time and resources. Why is qualification so important? It’s important to both the buyer and the seller. Here’s why:
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