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 | 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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Categories: Sales Conversation
There are several milestone achievements the SDR/BDR attains during the front end of the sales cycle. One is to successfully prospect, engage and finally qualify a potential prospect who will consider buying a solution to solve one, or many, of the problems they might have. You are wrapping up the call, reviewing the next steps, and confirming a date and time for the next meeting. Done!
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Categories: Sales Conversation | Sales Discovery Process
Every sales team strives for the same essential goals: More deals, larger deals, faster closes. We all know that whom the sales person speaks to and how they move the customer through the sales process profoundly impact these goals. But in an ever-shifting B2B buying landscape, and more decision makers as part of the process, it can be even more difficult to engage the people who have the authority to allocate funds for a pricey purchase. It boils down to a salesperson’s ability to attach to the customer’s largest business problem. Salespeople who speak to low-level problems will be delegated to low-level employees. If the salesperson talks like a network administrator, they will find themselves only selling technical solutions. When you’re bogged down with conversing back and forth with those who have fixed budgets, you may close opportunities but you won’t gain any traction increasing your deal size. Remember:
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Categories: Sales Conversation
Even the most successful salespeople have to remind themselves about sticking to the fundamentals. When we've had some selling success, it's easy to rest on our laurels and forget the basics that helped drive our numbers in the first place.
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