Categories: Sales Process
Even veteran sellers can struggle with cracking into new accounts, warming up cold opportunities and turning LinkedIn connections into active deals. In one way or another, today’s current business landscape presents new challenges for salespeople to overcome as they work to capture new accounts. Regardless, good selling is good selling. Fundamentals still apply in a murky sales environment. We’re sharing key selling fundamentals you can use to prepare for your sales calls in a way that gets your prospects to take action.
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Categories: Differentiation | Sales Process
Matt Payne is a seasoned sales enablement executive, with extensive experience in software. A certified Command of the Message Facilitator, Force Management worked with Matt at Jama Software helping the company align the sales strategy with the organization’s growth goals. After leaving Jama, Matt continued his sales enablement experience for a customer data platform company. Several years ago an engineer friend of mine was laid off and was trying to find work. After a few weeks of job searching, we met for coffee. I’ll never forget his serious, deadpan comment, “The skills that make me good at my job are the exact opposite skills needed for finding a job.”
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Categories: Sales Conversation
Remote and virtual selling is nothing new. For many of us, we are often moving opportunities forward via conference calls and video chats. However, in times of uncertainty, it is critically important that you are differentiating yourself as a trusted adviser, as someone who adds value in every conversation. Use this guide as a refresher checklist or an outline to share with your teams. Brushing up on your conversation skills is never a bad idea, even for veteran sellers and sales leaders. Remember, there's as much differentiation in how you sell, as there is in what you sell.
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Categories: Podcasts
If you are trying to move a sales opportunity forward, there is no better way than to ensure you're linking a solution to an issue that's mission critical to an organization.
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Categories: Podcasts | Sales Conversation
Metrics can be a tricky concept for salespeople, especially those who are new to our Command of the Message® methodology. Typically we find these sellers are using metrics in the wrong way in the sales conversation. Metrics are important, but they're not the whole story. They don’t necessarily solve the Positive Business Outcomes or the Required Capabilities.
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Categories: Sales Conversation
The role of the Sales Development Representative (SDR) has become more relevant today than any other time in the past. Organizations are investing in this resource as they recognize that SDRs can handle the “front end” of the sales cycle, freeing time for Account Executives or field Reps to focus on advancing the opportunities forward. This division of labor is effective.
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