Categories: Sales Conversation
Many sales leaders are challenged with a sales force that consistently calls too low in the customer organization. As a result, their reps fail to gain access to the customer executives who make the buying decision. Their deal size suffers, and too many of their reps miss quota.
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Categories: Sales Process
An effective sales process maps to and facilitates your customer’s buying process. Don’t assume that one size fits all. It’s likely that your market has different segments of buyers, and these segments have different needs. As a sales leader, make sure that your sales process is on target to align with the needs of your buyers.
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Categories: Sales Conversation
One of the most critical things you can do during a sales call is to get the customer to establish decision criteria (required capabilities) that are in your favor. If you arrive late to the sales process and are faced with decision criteria that have already been set, you need to determine two things:
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Categories: Sales Process
An effective sales process hinges on how well it’s aligned to your customer’s buying process. Building this alignment with customer Verifiable Outcomes shortens the sales cycle and improves your win-rate. Customer Verifiable Outcomes build qualification into the sales process, and allow sellers to qualify opportunities based on what the customer is doing at a particular buying stage.
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Categories: Sales Conversation
We all know that even a savvy salesperson can sometimes get drawn into a conversation that focuses on product features. Preserving margins may be the goal, but if a conversation spirals into product features too early, the final deal will come down to price. Sales organizations that understand how to shorten sales cycles and preserve margins rely on a sales strategy that uncovers customer needs, articulates value and minimizes the price-only discussion. Talking about the latest and greatest product feature can cripple a seller’s opportunity to attach a solution to the customer’s biggest business problem. Sales conversations that aren’t focused on problems and solutions are quickly on their way to losing margins.
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Categories: Sales Conversation
Effectively articulating the value and differentiation of your products and services can make or break a deal. When a sales force is consistently expressing how their solutions solve customer problems better than the competition, the impact is clear. They’ll achieve:
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