Categories: Sales Conversation
Effective value-based selling starts with a sales conversation focused on solution value and differentiation in a way that ties back to the customer’s required capabilities. Remember, you don’t have to wait for a big sales presentation to get those points across to a prospect. Start with your next meeting or call with a customer. Whether it’s a cold call, a LinkedIn message or a brief email your initial sales contact should be succinct and impactful.
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Categories: Sales Conversation
In complex B2B sales, it can be difficult for even the most veteran of salespeople not to walk into a meeting or conduct a call with a new prospect and immediately start discussing the greatest features of their latest product or software plan. Many salespeople will make this mistake right after their sales kickoff, enticed by this year’s new offerings. Remember, the cornerstone to effective sales messaging is the customer.
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Categories: Sales Conversation
Social media allows professionals to demonstrate their accountability, successes, and overall value through their account profiles and posts. For sales professionals, showcasing this value, or ‘social influence’, is an increasingly important part of the sales process. Social influence helps you establish yourself as a thought leader and helps build trust with others online, which are two key indicators of social sales success. Listed below are five areas of your social media accounts to focus on to help you demonstrate social influence today.
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Categories: Sales Conversation
Understanding your customer’s minimum requirements and decision criteria is a fundamental component to any successful sale. If your buyers want to achieve specific Positive Business Outcomes, then there are a set of Required Capabilities that need to be in place with any solution they consider. Consider a deal you are working on right now. Ask yourself these three questions:
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Categories: Sales Productivity
If you’ve been in the selling game awhile, you’ve likely received your share of sales advice. We recently started a LinkedIn discussion asking for the best sales advice you've ever received. Here’s a list of some of our favorite responses:
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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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