Selling Value During the Sales Cycle
According to a Forrester study, only 15% of sales people are capable of articulating their offering in terms of solving a business problem. It is clear that the skill to understand and communicate value is in need of huge improvement.
Improve sales results. Spend more time coaching, motivating and holding salespeople accountable
As you think about planning for the upcoming year, it’s likely that your thoughts turn to sales growth. Frequently, I hear from CEOs and business owners who are concerned that their sales team will again not produce the sales growth results they would like. But, frequently they aren’t willing to do anything different. Isn’t that the definition of insanity?
Understanding motivation at different levels
It's said that the human species has risen to the top of the food chain because we have the ability to ask "why" and solve problems in teams. In complex sales especially - mastering the art of finding the why and collaborating is key to success.
Hiring sales people with the right sales DNA
Sales DNA describes a salesperson’s underlying strengths and weaknesses. Using athletic traits as an analogy, they are comparable to good hand-eye coordination, quickness off the line, acceleration, and balance.
Sales trend - will sales people become extinct?
The world is changing for sales people. When information is available in abundance, buyers no longer need sales people to purchase commodity products. Harsh estimates say that the number of sales people will drop with as much as 75% over the upcoming 5 years.
B2B Sales: Is your funnel fighting fit or fundamentally flabby?
The “funnel” is one of the most powerful metaphors in B2B sales and marketing. It describes the passage of prospects through a buying decision process that hopefully will (but often does not) result in your successfully selling something to them.
