Categories: Podcasts
We recently caught up with Force Management’s Senior Director of Consulting Patrick McLoughlin on the Audible-Ready Sales Podcast. He shared some lessons learned in his 30+ year sales career. Here are our top takeaways from that conversation.
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Categories: Sales Discovery Process
If you want to steer a buyer’s solution requirements away from your competition (including a “do nothing” or a “no decision”), there are a few key areas of your sales conversation that you can focus on to successfully stack customer requirements in your favor.
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Categories: Sales Discovery Process
Who doesn’t want to get higher in an organization and gain more access to people with discretionary funds? If you feel like you’re consistently selling to the lower rungs of your customers' organizations and your managers are telling you to get higher, you likely need to adjust your sales conversation. Remember, whoever you’re working with in a buyer’s organization is one of many. Selling higher requires you to expand your point of view on the business perspectives of other key players in a buyer’s organization. At the same time, avoiding stalls, losses or delegation requires you to expand your buyer’s point of view on the benefits of an enterprise-level business case, not just a business case for their siloed needs. Improve your ability to gain access to decision makers higher, wider and deeper in a buyer's organization and make an impact. Here are three common reasons why salespeople sell low and how you can shift your process to sell higher.
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Categories: Sales Negotiation
Many salespeople find dealing with Procurement an unpleasant task. While it may be a thorn in the side of your sales process, it’s important to remember you can reframe the experience by effectively managing the value conversation and the important interests of professional buyers. Find ways to make the sales process easier on professional buyers and include them as critical decision makers along the road to a winning deal. Here’s our top tips for shifting your negotiation approach so you can find success with procurement.
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Categories: Sales Discovery Process
As you transition in your career to selling larger contracts and working with more decision makers, your ability to navigate the decision process with multiple business influencers will be critical to hitting your quota. We often use the phrase, “getting multithreaded in your opportunities”. It’s a skill set that takes discipline and commitment in order to successfully navigate the decision process. Improve your ability to sell to multiple decision makers within your accounts with the following best practices.
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Categories: Sales Conversation
Making the shift from selling smaller deals to enterprise solutions that require multiple decision-makers is a common career progression path. If you’re at this crossroads, congratulations, you’ve done the hard work to progress your sales career to this point. Now, make sure you’re prepared to adjust your sales process in a way that accounts for more complicated deals.
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