Categories: Sales Process | Sales Qualification
I spend a lot of time on the road meeting with sales leaders and because of what I do, we’re often talking about improving sales productivity. Inevitably, the topic of qualification comes up in conversation. So many organizations struggle with defining this process and then getting people to follow it once it’s implemented.
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Categories: Sales Process
Sales is the engine that is accelerating organizational growth and fueling revenue. There's no better way to enable your sales team to sell more, faster than to align your sales process with how your B2B buyers buy. In addition, your salespeople need to be able to execute against it. It needs to clearly outline who does what and when they do it. Remember, having a CRM does not mean you have a sales process.
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Categories: Sales Messaging | Sales Process
Enabling your reps with the ability to articulate your differentiation in a way that has meaning to the buyer can be the one thing that makes the difference between meeting your revenue goals or continuing to struggle in your sales organization. As a sales leader, you are ultimately responsible for the number. It's up to you to make sure your reps, front-line managers and everyone who engages with customers are crystal clear on what makes you different from the competition.
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Categories: Sales Messaging | Sales Planning | Sales Process | Sales Transformation | Talent Management
High-performing sales organizations don’t get there by chance. It is a predictable and calculated path to growth. The best sales teams have the necessary foundation in place so reps and managers are able to (1) spend time on high-value revenue activities and 2) (effectively execute with buyers. There is a sales motion in every organization that drives rep productivity and ultimately revenue growth.
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Categories: Sales Negotiation | Sales Process
When a sales negotiation results in a less than desirable outcome for your company, there’s often one thing that’s missing. It’s likely there was a lack of realization that negotiation starts very early in the sales process.
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Categories: Sales Leadership | Sales Negotiation | Sales Process
A great sales process should include a great negotiation strategy - one that helps professional buyers fully understand the value and differentiation of each option. And one that helps them make the best decisions for their company. As a sales leader, you need to enable your team to prove the fit and justify the value of your offering in a way that allows you to preserve margin and charge a premium for your product and services.
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