Categories: Differentiation | Sales Conversation
With the new year, new goals and likely new initiatives all underway, now is the time to prepare to crush your number this year. Here are ten ways to make it happen: 1. Plan to Make Your Plan Whether you’re coming off of your best year yet and want to repeat that success or are looking for ways to improve this year, now is the time to put in the work and ask for what you need to do to make it happen. How are you going to make your plan this year? What do you want to deliver? Here are three areas you can focus on when coming up with your action plan.
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Categories: Podcasts
The best athletes put in extra time, even just 15 minutes a day to improve their skill set. Extra shots after practice, another lap around the track, ten more reps — they put in the work to take their career to the next level. The same is true in sales. How can you put in extra effort?
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Categories: Sales Discovery Process
We write a lot about executing an effective discovery process. It’s one of our most popular blog topics, likely because it’s one of the most important components to a value-based sales conversation. Effective discovery helps separate you from other salespeople, putting you in a better position to influence the decision criteria, instead of simply react to it. Top sellers know that solid and ongoing discovery helps the customer clarify their thoughts and may encourage them to think about their situation in a way they haven’t before. We rounded up some of our best resources on executive effective discovery. Use them to your advantage.
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Categories: Sales Conversation
Improve your ability to not just land high-value deals but also ensure positive customer outcomes and long-term account retention, by staying buyer-focused in your sales conversations. Elite sellers put themselves in the shoes of their buyers. They focus their sales approach on helping buyers understand their business problems and what’s needed to solve them. As a result, they drive better numbers at close and ultimately ensure their customers achieve their desired results.
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Categories: Differentiation | Podcasts
Deals are won and lost in discovery. Your ability to find a business problem that you can attach your solution to is a critical component to advancing the sale. It's critical that you uncover buyer needs, and at the same time, align your differentiation to those needs. Think about why people choose your solution and how you can get those points into every buyer's decision criteria. Improve your ability to align your solution’s differentiation to the positive business outcomes (PBOs) your buyers are trying to achieve in a way that’s meaningful to your buyer, and impactful for your bottom line. Here are a few actions steps:
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Categories: Differentiation | Sales Conversation
Closing opportunities faster is easier when you tailor your sales conversations based on buyer needs. Sellers that exceed quotas excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business challenges.
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