Categories: Sales Conversation
We’ve done hundreds of deliveries around our Command of the Message® methodology and there’s one topic that frequently comes up in our initial facilitation, even when we do refresher sessions for experienced reps. People continually struggle with defining the metrics in a sales conversation.
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Categories: Sales Productivity
I recently participated in a fireside chat for the MongoDB SKO with my great friends Cedric Pech, CRO at MongoDB and John McMahon, Board Member of MongoDB. It is always so much fun to share my thoughts on how elite sellers are maneuvering through this environment with old friends and experienced salespeople.
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Categories: Sales Productivity
There have been so many times in my life when I’ve admired the resiliency in others. The ability to recover quickly despite loss, hardship, or other difficulties is no easy feat. The quality is not to be underestimated. This past year showed me my own resiliency. 2017 was a difficult year for me. I experienced personal loss of family and friends which took the wind out of my sails. Even in their final days, each of these people stood in the face of incredible pain and their own mortality. It was so admirable and forced me to reflect on my own resiliency. I asked myself, “How resilient are you?” I didn’t necessarily have an answer and still don’t, but have found some clarity in reflecting on the topic recently.
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Categories: Sales Planning
Years ago at Xerox, I remember sitting at my desk late at night. In my hand, was my commission statement for the 4th quarter. This commission check would be the largest of my sales career. I absolutely blew the doors off of my business. I was the number one rep in the region for the year and I earned another trip to Hawaii.
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Categories: Sales Conversation | Sales Process
In complex B2B sales, research shows that more and more decision makers are needed to make the sale. The recent CSO Insights Sales Performance Optimization report showed that 76% of B2B deals involved three or more decision makers. Thirteen percent had six or more. This can be seen as a challenge or an opportunity for a salesperson. Sales conversations with multiple buyers can work for you or against you. Here are a couple of scenarios to consider:
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