Reps Know Products, But…
CSO Insight’s recent Sales Optimization Report reveals that salespeople are knowledgeable about their products. However, there are clear weaknesses when it comes to effectively understanding buyers,...
View Article‘Roll Your Own’ Selling – Ad Hoc Sales Messaging
There’s a growing trend in the sales kingdom. It’s ad-hoc sales messaging. Not necessarily bad if you’ve got a hot and compelling product. Certainly some sales teams can still be successful while they...
View ArticleRethinking Your Sales Methodology
With all due respect to Michael Bosworth, author of Solution Selling, it’s long past time to rethink “solution selling” or any of the legacy sales methodologies. Both the selling world and customer...
View ArticleTop 10 Sales Messaging Problems
Here’s a summary listing of our Top 10 Sales Messaging Problems. They are common and they are the fault of salespeople, sales management, marketing and sales departments. They need not be deadly but...
View ArticleRule #35 – Develop an Executive Whiteboard
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data and useful information about...
View ArticleThe 2014 Sales Problem
Having already conducted multiple company Sales Kickoff Events this month, the 2014 trend is becoming clear: Reps are getting better, yet it’s getting harder to sell. It’s like climbing a mountain top...
View ArticleRule #32 – Become a Probe Master
The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said...
View ArticleRule #33 – Qualify, Qualify, Qualify
In addition to good probing skills during the early stages of the sales cycle, qualification skills are fundamental to effective selling. Many a deal has moved down the sales cycle commanding people...
View ArticleGuaranteed Better Sales Discovery
A big issue I see over and over again, with even sophisticated sales teams, is the tendency to rush through the “discovery” phase of their selling process. It’s not that “discovery calls” are not being...
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