Categories: Differentiation | Sales Conversation
With the new year, new goals and likely new initiatives all underway, now is the time to prepare to crush your number this year. Here are ten ways to make it happen: 1. Plan to Make Your Plan Whether you’re coming off of your best year yet and want to repeat that success or are looking for ways to improve this year, now is the time to put in the work and ask for what you need to do to make it happen. How are you going to make your plan this year? What do you want to deliver? Here are three areas you can focus on when coming up with your action plan.
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Categories: Differentiation | Podcasts
Deals are won and lost in discovery. Your ability to find a business problem that you can attach your solution to is a critical component to advancing the sale. It's critical that you uncover buyer needs, and at the same time, align your differentiation to those needs. Think about why people choose your solution and how you can get those points into every buyer's decision criteria. Improve your ability to align your solution’s differentiation to the positive business outcomes (PBOs) your buyers are trying to achieve in a way that’s meaningful to your buyer, and impactful for your bottom line. Here are a few actions steps:
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Categories: Differentiation | Sales Conversation
Closing opportunities faster is easier when you tailor your sales conversations based on buyer needs. Sellers that exceed quotas excel at actively moving conversations forward by articulating value and differentiation in a way that ties their solutions to their buyers' most pressing business challenges.
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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: Differentiation | Sales Conversation
Elite sellers stand out not just by what they sell but by how they sell. How you sell virtually can help you differentiate yourself from competitors and help you build trusted advisor status within your accounts. Having a seamless and professional virtual presence is the least your buyers expect in remote sales conversations. This expectation leaves no time to let up on basic best practices. Don't let your competition win on better prep and execution. Assess your virtual persona and ensure you’re maximizing your return from these important sales conversations. Here are some key focus areas:
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Categories: Differentiation | Podcasts
You’ve found a champion, now ensure you are leveraging their power, influence and vested interest in your success. Are you guiding your champion through their buying process, or are you dragging them along through your sales process? Continuously help your champion drive the success of the deal by staying aligned with their internal challenges and coaching them on how to execute effectively inside the account. Here are key ways to stay aligned with your champion to ensure a positive outcome:
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