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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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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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
The New Year often brings new models, new gadgets, new and improved services and items to sell. Is your sales kickoff rolling out the latest and greatest function and feature of the product you’re selling in 2014?
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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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