Categories: Differentiation | Sales Process
Every salesperson has worked with a prospect that has dragged their feet on making a final decision. You may be working with one right now. We covered this topic in an episode of The Audible-Ready Sales Podcast. John Kaplan shared how to reignite your stalled deals and differentiate yourself from other competition that may still have a foot in the door (including a do-nothing or do-it-internally option). Here are questions you can ask yourself to define where you may need to go back and reassess an opportunity.
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Categories: Sales Conversation | Sales Process
When you hear "audible-ready", the first thing you probably think of is football. Specifically, when a quarterback steps to the line and changes the play call to one that takes advantage of weak defense . In a matter of seconds, the quarterback analyzes the defense and changes the play. Being able to recognize the strengths and weaknesses of the defense is crucial to how successful the offense will be. In football, making the correct audible calls can be the difference in winning and losing a game.
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Categories: Sales Planning | Sales Process
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. Think about your most critical accounts. Do you have an effective plan set up around your top accounts? How are you going to improve and/or expand your organization’s position within those organizations?
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Categories: Sales Process
If you are selling in complex B2B sales, you know there are critical factors in every opportunity that could influence whether or not you’re able to close the deal. Improve your ability to control the sale. Make sure you're uncovering key information in your sales conversations through effective discovery and a value-based sales conversation. It may sound basic, but consistently uncovering the right information from your prospects requires discipline. Be sure you focus on these five sales drivers in every opportunity.
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Categories: Sales Conversation | Sales Process
Sales calls can easily go awry when you try to accomplish too much. Your prospects may become overwhelmed or confused, and you may miss out on key opportunities to advance the deal. Before your calls, determine the key objective you want to accomplish in the conversation. Prepare your agenda accordingly.
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Categories: Sales Conversation | Sales Process
Towards the end of the fiscal year it’s not uncommon for many sales reps to consider new opportunities. Whether it seems like you’ve exhausted your territory or the current economic environment has left you to reevaluate your company’s growth potential – you need to feel confident you’re in the right spot. Is your sales organization primed for success? Are you working for a company that will accelerate growth? The answer generally comes down to the evidence of sales effectiveness as it pertains to how the sales organization will support you in these three areas:
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