Quantcast
Channel: Sales Effectiveness » sales questioning
Browsing all 9 articles
Browse latest View live

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 Article

Rethinking 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 Article

Top 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 Article

Rule #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 Article


The 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 Article

Rule #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 Article

Image may be NSFW.
Clik here to view.

Rule #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 Article


Guaranteed 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...

View Article

Browsing all 9 articles
Browse latest View live




Latest Images