Categories: Sales Discovery Process
If you want to find the business issue with the largest impact, you need to be able to execute an effective discovery process that enables you to drill down on a business issue and demonstrate your own positive business intent. You need solid questions, if you want to effectively map your value to their business problems.
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Categories: Competitors | Sales Discovery Process
Opportunities are won and lost on discovery. The ability to ask great questions in the discovery phase is one of the most critical abilities for successful salespeople. The greater your depth of awareness of the prospect's problem, the better equipped you are to sell a high-value solution to match. Still many salespeople struggle with getting prospects to truly reveal negative consequences and challenges with significant business impact. We've pulled together some of our best practices for executing a great discovery process:
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Categories: Competitors | Sales Process
If you've sold for any amount of time, you know that there is always a competitor in the sales process. It may be another vendor, or even the dreaded "do nothing" or "do it internally". Any of these options can stop a deal in its tracks. Without the ability to clearly differentiate your solution, and understand its value, a buyer's decision is arbitrary and often price-driven. We pulled together some key tips to help you beat the competition in your sales process. Use these concepts as ways to help you prepare and execute meaningful and winning sales conversations.
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Categories: Sales Conversation
Have you ever been at a party, and the person you were talking to couldn’t stop talking about himself or herself? One-sided conversations like that can be really off-putting. And, it’s no different in sales conversations, either.
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Categories: Sales Productivity
Sales professionals are under constant pressure – tasked with taking on bigger territories, facing higher quotas and making more customer contacts than ever. You’ve probably felt this stress, and like many others, you might struggle with the high demand and need to improve sales performance.
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Categories: Sales Qualification
Losing a deal to your competition is frustrating, but sometimes, losing to no decision is even worse. Since it’s usually much easier for clients to stick with the status quo, every salesperson has lost a deal to no decision.
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