Categories: Sales Conversation
Consistent messaging clarifies marketing messages and elevates sales conversations. If you have a framework that tells you what to say and how to say it, you’re going to be more successful when you speak to your customer. Every company wants consistent messaging. The challenge lies in creating and implementing it. A key part to making a messaging framework successful is bringing departments together to hammer out how the people in your company are talking about your products.
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Categories: Sales Conversation
The Olympic Games give us a chance to watch some of history’s greatest achievements. They are a symbol of hard work and success. Most of the athletes, if not all, have spent their lives preparing for these very games. People who know how to win know that preparation is the key to success. Even athletes at the top of their game know the key to a winning performance is flawless execution of the fundamentals. The same is true in the sales game. You can try adjusting your game plan, adding new tools or new equipment, but if you don’t execute the fundamentals correctly, you won’t be winning any medals. This week, in The Command Center, we’re going to get back to basics, key in on fundamentals, and draw from a little Olympic Inspiration.
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Categories: Sales Process
We often talk about aligning your selling process with the customer’s buying process. Like many best practices, knowing you need to do it and actually achieving it are two very different things. That’s why we focus on Customer Verifiable Outcomes (or CVO’s).They are a key part to bringing your sales process into alignment with your buyer. CVOs are the actions your customers take as they progress through their buying process. They indicate their “buying” state-of-mind. Perhaps you have documented pain points and implications of the customer’s current situation or you know that the organization is ready to invest resources.
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Categories: Sales Conversation
One thing seems to be common among most sales organizations; it is difficult to have repeatable success without consistent sales messaging. Do these scenarios sound familiar?
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Categories: Talent Management
Managing talent is a cornerstone of an effective sales organization. Best-in-class companies need to attract top talent, but even more importantly, they need to be able to retain their top performers. In a recent Forbes blog post Contributor John Bersin (Bersin & Associates) reports that organizations are increasingly turning to technology to help them manage talent. The talent software market has grown to more than $4 billion and is expected to increase at least 15% this year. But Bersin points out that software can only do so much when it comes to improving talent management. Managing information should be just one part of your overall talent strategy.
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Categories: Sales Conversation | Sales Process
Every sales organization wants to increase revenue. There are many roads to hitting your number, but the one that will get you there the fastest is the one that’s focused on your buyer. Shift your mindset. Stop thinking like a seller and start thinking like a buyer, especially during key stages of the customer’s buying process. Here are three on-ramps to help guide the customer conversation during critical points of the buyer’s journey.
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