Categories: Sales Conversation | Sales Process
In B2B complex sales, every prospect account in your pipeline involves critical factors that will turn that open opportunity into a closed deal. If you can’t uncover those key components in your sales conversations, you’ll struggle to get that signed contract. Before you make your next sales call, ready yourself to command your message.
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Categories: Sales Process
Sellers hate to lose. They have a competitive nature, and giving up a deal just isn’t in their DNA. But sometimes, as a seller, you have to know when to walk away. We talk a lot about using Customer Verifiable Outcomes to build qualification into the sales process. These buying indicators help provide your sellers with the necessary information to advance the opportunity to the next stage of the buying process. They may include things like (1) the organization has to invest resources around a new product or a recent acquisition, or (2) your prospects may have documented pain points that they’re under pressure to correct.
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Categories: Sales Conversation
Attaching yourself to the largest business problem is a critical step towards achieving trusted advisor status within your accounts. Putting a process behind gathering your proof points can give you the all-important metrics, but understanding the role your solution played in achieving the positive business outcomes is just as important. Even with Force Management’s own proof points, it’s important for our sellers to understand the story behind how our clients achieved those results. What were the before scenarios? How did they build alignment and buy-in to achieve the after scenarios?
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Categories: Sales Conversation
Earning the buy-in of C-level executives is a critical step to improving margins and increasing your average deal size. Gaining access to top-level decision makers means you have to be skilled in (1) attaching your solution to the largest business issues and (2) understanding what influences their decision process.
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Categories: Sales Conversation
The Force Management Marketing Team receives a lot of calls from vendors. From content curators to graphic design teams to social media agencies to the logo koozie companies (Have you seen our audible-ready mints?!), we hear from vendors a lot. I’m sure those of you who have ever worked in marketing can relate. Given the business we're in, we appreciate a skilled seller, someone who can effectively articulate the value they provide to our business, and how their solution may be different than other vendors we may be considering. At the same time, we have little patience for someone who can’t.
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Categories: Sales Conversation
Best-in-class sellers know how to effectively articulate differentiation in a way that builds a connection back to the positive business outcomes their customers are trying to achieve. Having a solid grasp of how your products, services and even your company are different and better than the competition creates the opportunity for you to show your buyer value.
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