Categories: Sales Conversation
We know a lot of work goes into a sales presentation. For many salespeople, the deck drives the conversation and is the one tool you may leave behind for your prospects to socialize internally. For all those hours spent belaboring the deck, here’s one critical question to ask yourself that will drive success in your next sales conversation.
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Categories: Sales Conversation
Salespeople who have the ability to ask great questions and use the answers to benefit their sales conversations are able to drive larger deal sizes. When you’re able to uncover the largest business problem and at the same time, create a sense of urgency in the sales process, you’ll create great value. That value prevents discounting and transactional commodity selling.
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Categories: Sales Process
If your sales team is responsible for closing complex enterprise deals, you know that the process can be lengthy and complex. You’re probably also painfully aware that it can be fraught with peril. Anything from an unexpected objection to a shift in leadership can undo your team’s progress and kill the deal. High-performing sales teams, understand that the key to closing more deals lies in a critical understanding the buyer’s process. These high performers leverage that understanding to anticipate obstacles and effectively drive the process to completion. Here are six questions to help your team members gauge the strength of an opportunity.
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The pace of change continues to accelerate in the B2B sales landscape. Corporate buyers have increasingly greater access to information, across multiple platforms, and in many formats, placing them in greater control of their purchasing process than ever before.
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We often tell our Command of the Message® reps that there is as much differentiation in how you sell as there is in what you sell.
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Categories: Sales Process
The ability of your sales teams to sell higher in an organization is driven by a value-based selling rhythm that drives a shorter sales cycle and bottom-line impact. What sales leader doesn't want a team that's selling more deals, more quickly? The key is to ensure your sales team has the ability to create urgency.
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