Categories: Sales Conversation
Best-in-class sellers know how to effectively articulate differentiation in a way that builds a connection back to the positive business outcomes their customers are trying to achieve. Having a solid grasp of how your products, services and even your company are different and better than the competition creates the opportunity for you to show your buyer value.
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Categories: Sales Conversation
Many sales leaders are challenged with a sales force that consistently calls too low in the customer organization. As a result, their reps fail to gain access to the customer executives who make the buying decision. Their deal size suffers, and too many of their reps miss quota.
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Categories: Sales Conversation
One of the most critical things you can do during a sales call is to get the customer to establish decision criteria (required capabilities) that are in your favor. If you arrive late to the sales process and are faced with decision criteria that have already been set, you need to determine two things:
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Categories: Sales Conversation
Once you’ve optimized your LinkedIn profile, it’s time to take your engagement to the next level. LinkedIn can help you communicate to prospects, share your subject matter expertise and articulate the value of your solution. We compiled some of the best LinkedIn tips for engaging your prospects, and put them in this “sales consumable” list. Use these five tips to maximize LinkedIn's benefits and increase sales:
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Categories: Sales Conversation
Top sellers know LinkedIn drives results. Harvard Business Review blogger, Steve Martin says that more than 40 percent of top users have increased sales just by upping their LinkedIn game. If you’re a seasoned seller who’s already using LinkedIn, you likely know the basics (e.g., optimize your profile, build connections, follow your competitors). So, we went to the experts to find some of their best tips to get even more out of LinkedIn. Here are five things you can do today to maximize your profile:
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Categories: Sales Conversation
Solving business problems for your customer is easier when you can adjust the sales conversation based on what your buyer needs. Audible-ready sellers excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyer's most pressing business issues.
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