July 27, 2015
Buyers behave differently today than they did years ago, and selling tactics have to evolve with those differences. Star sales performers understand that and have adjusted their approach accordingly. Here's a look at four things they do that less-successful salespeople don't do.
July 24, 2015
The companies that win most have a culture in which everyone recognizes that the sales organization is part of the competitive advantage of the business. To create that culture, sales leaders must drive the effort and focus on three fundamental principles.
July 23, 2015
It's tempting to blame PowerPoint for bad presentations. The truth is, however, sellers create most presentation slide problems. Before you give another presentation, ask yourself these three questions to make sure it generates excitement and doesn't confuse your audience.
July 22, 2015
Assertiveness is essential in the workplace, especially in sales. You have to be willing to call prospects, ask buyers questions, offer opinions, and even sometimes challenge their ideas. Doing so ensures you uncover the true need and offer the best solution.
July 20, 2015
Knowing if a potential customer is a suspect, prospect, or qualified lead can give you an advantage. It helps you determine how to best approach the buyer, and it ensures you give them exactly what they're looking for. Learn their differences and what they want from you.
July 17, 2015
Sometimes you need to take a more radical approach to reframe your client's problem. You need to help them see things from a different perspective. In this article, Andrew Sobel explains five radical reframing options that help you identify the right problem and the best, highest-impact solution.
July 16, 2015
There is nothing that will make a sales manager's job easier than hiring salespeople who have the right skills. The key is to hire people who have emotional intelligence skills, as well as good sales skills. To ensure new hires have the EI skills to complement their high sales IQs, look for these three qualities.
July 15, 2015
When salespeople struggle to win sales, a number of things could be holding them back. They might not know what to do or something personal might be preventing them from taking action. Once they know what to do and break from their negative mindset, though, their win rates start to go up.
July 13, 2015
Often executives define their company's problem and the solution too narrowly. As a result, they don't implement the best solution, and they don't fully achieve their goals. Follow these strategies to help them define the right problem and the total solution.
July 10, 2015
The best way to create velocity in the sales funnel is to get prospects to lean in to you. If they deeply want what you offer, things move quickly. To do that, focus on buyers' goals—objectives the client absolutely must achieve. Goals nearly always get funded and quickly.