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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Categories: Sales Discovery Process | Trap Setting Questions
There is no value without a customer problem. That premise is one of the most basic sales principles. Finding a customer problem is the first step to winning the business. The second step is effectively demonstrating why your solution is a better one than the competition's. Trap-Setting Questions help you steer a discovery session toward your differentiators. We call them "trap setting" because they trap your competition. They highlight the value that a customer will receive with your solution and the components they won't have if they choose your competitor.
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The odds are that your organization is spending fist fulls of dollars on inbound marketing and generating qualified leads, many of which do not close that quarter, or the next. That’s because qualified doesn’t necessarily mean “ready to buy today!" SiriusDecisions has found that 70% of the qualified leads that make it to sales get disqualified or discarded by sales, sent back to marketing or nowhere at all. Here’s the catch: Up to 80% of those “dead end” prospects will ultimately go on to buy from you – or from a competitor – within the next 18 – 24 months.
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