sales coaching
Who calls the shots? Understanding decision making committees
Much has been written about changing buyer behaviors, the automation of transactional sales and the sales profession’s continuing march towards increased irrelevance and inevitable extinction.
Are You Aligned With Where Your Customer Is In Their Buying Process?
A friend called me for advice today. He’s a great sales person, a big deal hunter. He wanted to review a deal strategy and call plan he was making on a CTO at a very large, fast growing prospect. His colleagues had been working with the CTO’s team. By far, they were the front runners for their first piece of business with this customer. By itself, it was a big order, but his colleagues saw a lot more potential in the account.
Will we ever start coaching our sales people?
Let me be the 2,366,714th person to point this out: sales coaching is really important. Unfortunately, it is something we continuously talk about doing, but never get around to actually implementing. We’re busy, right? There are meetings to be had, calls to make, forecasts to produce.
The key to great B2B sales questions - get your prospects to choose
You’re probably very familiar with the difference between open and closed questions, and how and where they can be most effectively used in the sales process. At the most basic level, closed questions allow the person asking the question to retain control of the conversation, whilst open questions hand control of the conversation to the person answering the question.
Why Your Sales Training Isn't Working
So sales are sluggish, the sales reps have been struggling to retire quota for the past three quarters, and if things don’t turn around there’s going to be a workforce reduction to try and slow the bleeding.
Sales Enablement: are you adding or removing obstacles for your team?
B2B reps are asked to wear many hats - they need to research, pitch, present, project manage, create urgency, negotiate, close, and deliver on promises made. It is the type of occupation that requires a wide range of skills and responsibilities. However, to get the most out of your sales force, one must actively work to remove obstacles rather than keep adding more and more responsibilities to an already full plate.
