Categories: Sales Discovery Process
We often say that opportunities are won and lost on effective discovery. It's difficult to close a high-value deal if you haven't clearly uncovered the business pain to which to tie your solution. However, one of the most-often overlooked components to executing a great discovery call is to finish strong.
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Vulnerability is a topic that has gained some attention in recent years. You may remember Brene Brown's Ted Talk on The Power of Vulnerability which has been watched nearly 30 million times. This idea is clearly one to which people can relate. Have you ever thought about how that concept can help you as a sales leader or even as a sales rep?
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Categories: Sales Conversation
Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.
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Categories: Sales Conversation
Finding a customer problem is the first step to winning the business. If you uncover a problem that has business implications, you set the stage for closing an opportunity that’s hinged on value. Remember, there is no value without a customer problem. The way to uncover that problem is by asking great questions that drive an effective discovery session. Here are five components to executing an effective discovery-based conversation and uncovering new business opportunities.
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Categories: Sales Conversation
Effective sales conversations take practice. Even our most seasoned sellers on the Force Management team take the time to do pre-call planners, role play conversations and prep for important discussions. Taking the time to practice can make you audible-ready to dig deep on business pain and prevent missed opportunities. At the same time, it’s critically important for sales managers to reiterate the fundamentals with their reps. Here are five areas of focus to help your and your team and command the sales message: 1. Your Elevator Speech People love the question, “What do you do?” That's probably the question we are asked the most. Make sure you have an answer that demonstrates your capabilities, uniqueness and the value you provide your customers.
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Categories: Podcasts
In B2B sales, every prospect account in your pipeline involves critical factors that will turn that open opportunity into a closed deal. Uncovering problems that are having significant impact on business helps elevate your solution to high-level decision makers.
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