Categories: Sales Coaching Tools | Sales Conversation
Without a repeatable sales process, you don’t have the ability to qualify, advance, and close opportunities consistently. As a sales leader, are you struggling with these pain points? Reps taking shortcuts Losing deals to the dreaded “Do Nothing” Sales cycles that take too long
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Categories: Sales Conversation | Sales Productivity | Sales Transformation
When I'm in the middle of a conversation with someone in my profession, I can always tell within the first 2-3 questions or comments the level of knowledge or experience the person has around the value of a world-class channel organization. Comments like expanded markets, improved company profitability, etc..., versus giving margin away, direct sales conflict, are the key differences. Channel organizations can be a critical component to expanding and increasing market coverage and penetration for complex B2B sales organizations. However, when it comes to enabling the channel with tools and processes, it’s an often overlooked area of opportunity. A key success metric that I learned from a seasoned channel professional is: Productivity x Capacity = Growth If you have 1,000 partner sale reps who are not productive, you will not grow. But, if you improve your channel sales productivity by 10-15 percent that could be significant. That is why you invest in a methodology that allows you to reach a global audience, improve their productivity and grow their mindshare which ultimately, will earn them more money.
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Categories: Adoption and Reinforcement | Sales Conversation | Sales Transformation
Many of the sales leaders we work with say that closing the gap between revenue goals and actual sales numbers is an ever present challenge. It intensifies at the end of every quarter and resets at the beginning of each year.
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Categories: Sales Conversation
Measuring success is a key component to any sales transformation initiative. If you begin a sales initiative without setting organizational priorities and accountability, you’ll struggle to create lasting impact. As a sales leader, we know you want concrete evidence that Command of the Message® is working for your sales organization. As any good sales leader would, you want to know:
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Categories: Sales Conversation | Sales Transformation
If you’re a veteran seller, you likely appreciate a good sales conversation. So what makes a sales conversation stand out? One that’s focused on customer needs and the unique value your solution provides. A well-defined sales messaging strategy drives these types of conversations and ultimately results in overall sales productivity and bottom-line revenue impact. We've seen it time and again. Without a framework to implement your sales messaging strategy, you run the risk of lagging sales, quarter after quarter.
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Categories: Sales Coaching Tools | Sales Conversation
Effectively coaching your salespeople through the customer conversation can mean the difference between a great win and a lost opportunity. Sitting in on sales calls can help you, as a sales leader, reinforce new methodologies and coach your reps to continually uncover customer needs and attach their solution to the largest business issue. When debriefing a sales call:
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