Categories: Podcasts | Sales Discovery Process
When salespeople excel at discovery, they sell larger deals. Your ability as a salesperson to effectively move a complex B2B opportunity through the pipeline demands you know how to uncover high-level business issues.
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Categories: Sales Conversation | Sales Discovery Process
Opportunities are won and lost on effective discovery. As a salesperson, you need solid questions if you want to effectively successfully map your value to your prospect’s business problems. When you are trying to drill down on a business issue with the largest impact, you need a great sales discovery process that demonstrates your perspective and positive business intent. Solid thought-provoking questions help you effectively map your value to a prospect’s business problems.
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Coca-Cola recently made news by eliminating their company voice mail system. Now, instead of being asked to “leave a message after the beep,” callers hear a message encouraging them to “call back at a later time.” As this Hubspot blog points out, Coke’s decision is indicative of a change in buyer behavior. Given what we know about B2B buyer behavior, relying on a single channel of communication in today’s connected world is detrimental to success. Your sales team needs the ability to connect with buyers through a variety of modalities. Help them focus on building a robust network, and initiating connections on the buyer’s terms.
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Categories: Sales Conversation
Effectively executing your sales conversations is the cornerstone to your success quarter after quarter. It may sound simple, but human behavior is heavily influenced by the words we use. Knowing the right words to remember—and which ones to forget—can make the difference between a conversation that moves an opportunity forward and one that stops it in its tracks.
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Categories: Sales Conversation
It’s all too common for salespeople to get caught in conversational limbo while the “gatekeepers” of a prospective company relay messages to and from the actual decision-maker. This form of selling is inefficient and stifles your revenue momentum.
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With the astronomically fast rise of social media and the increasing number of social media gurus and firms promising to help those who don’t understand these new tools, it’s no wonder that many B2B organizations are still reluctant to consider social selling a viable part of their selling process. Do these comments sound familiar? “It’s too new.” “It isn’t proven.” “There’s no way to measure it.”
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