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
If you want to repeatedly hit your revenue numbers, you need a sales team that can effectively articulate differentiation. Prospects not only need to see the value of your solution, they should also clearly understand why they should do business with your company, rather than your competitor.
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Think about the last great opportunity you closed. Remember the one where it couldn’t have gone better? It was a large opportunity. You earned a nice commission check. But, even better, your solution truly made a business-level impact for your customer. You had unbelievable measurable results and proof points. If each deal was like that, you would sail through every quarter.
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Categories: Sales Planning
Time and again, I am asked whether it is beneficial to upgrade one’s account from the free version of LinkedIn to a Premium version. In my opinion, the answer is two-pronged. The first thing to consider is whether you are maximizing the free version of LinkedIn. To start, look at whether or not you have a fully optimized profile.
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Categories: Sales Conversation
The medical marketplace is dealing with unprecedented challenges that demand an audible-ready sales force who’s prepared to articulate value in this formidable environment. Much has been written about the fiscal pressure health care providers are now under, but this recent blog on the New York Times website shows that the fight for a doctor’s time is an added burden.
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