Categories: Sales Conversation | Sales Discovery Process
When I deliver Command of the Message®, one of the questions I am asked the most involves discovery. I think one of the keys to effective discovery is preparation, but I also believe there are some learned skills that help salespeople master the discovery component of a sales process. I’m from Cleveland (Go Browns!). And, like many college-aged students, I worked at Cedar Point in the summer. (For those of you who may not be aware of this Ohio wonder, it’s a giant amusement park, consistently voted #1 in the world.) It was a great place to work, especially when you were young.
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Categories: Sales Conversation | Sales Discovery Process
In real estate, it’s a commonly used phrase that the three most important words are location, location, location. In sales, I would argue the three most important words are preparation, preparation, preparation. One of the most overlooked components of many sales methodologies is the importance of discovery. It’s extremely difficult to align your solution with your prospects biggest business challenges if you aren’t able to effectively uncover what those pain points are. The key to effective discovery is PREPARATION.
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Categories: Sales Productivity
Even the most seasoned social media users hit a wall sometimes when it comes to prospecting new opportunities. Much like the traditional sales process, social media has its ups and downs, and occasionally you may find yourself feeling as though you’re stuck in a social selling rut. Use these LinkedIn-specific tips to generate new leads or to invigorate old ones.
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New research shows some significant changes in organizational priorities for IT buyers. McKinsey Global’s eighth annual survey on business technologies indicates that executives are looking beyond merely cutting IT costs and plan to increase budgets for new investments. Executives ranked the following as their top three organizational priorities: Improving effectiveness of business processes Improving cost efficiency of business processes Providing managers with information to support planning and decision making
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Categories: Sales Conversation | Sales Process
Positive Business Intent is one of the most important assets a seller can leverage throughout the sales process. The point was driven home when, after announcing a career change, a client said to me, “With your departure, we’ll have to reevaluate our relationship with your company.” The client went on to say that my approach of always putting his business first was the key reason they did business with me and my company. I never forgot that lesson.
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Categories: Sales Conversation | Sales Process
There are many sales organizations that are focused on ways to arm sellers in the new B2B buying process. Research from SiriusDecisions shows that nearly 70% of the buying process is done digitally. By the time these buyers speak to a salesperson, they aren’t interested in having a conversation. They’re ready for price quotes. This buying process shift makes a lot of salespeople nervous. It shouldn’t. Think of it as a positive; they’re interested!
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