This is it. The end of the "period" (you pick - day/week/month/quarter/year - how is your sales team measured). Moving deals through your sales pipeline takes on a greater sense of urgency. The stakes are higher, and the pressure is even higher. So what will make the difference between "Your sales team had a [...]
So Ms/Mr. CEO, your sales team is experiencing some turnover. No big deal – right? Your sales leader tells you that "they weren't making their numbers," so it's justified – right? – wait, maybe not. This is important - If you take this response at face value without digging deeper, you and your company [...]
So your sales team has done their sales call planning. This is an important call. It is with a large prospective customer you have been pursuing for a long time. Your sales team is well prepared. They know the market; they have researched the prospective client and have an understanding of some of the [...]
Economy 1.0 says, regarding negotiations, "let the opposing party give us their number first." Guess what – in some cases, this is the wrong strategy. Suppose you have a high-performance Economy 2.0 sales team. In that case, they know that studies repeatedly have shown that the first-mover advantage favors the initial offer in a [...]
Defining and executing a sales process is an essential building block for high-performance sales teams. It is where all of the steps of our sale are recorded, and our buyer behaviors are detailed. It aids our opportunity tracking and is frequently used in coaching encounters. It is used when developing forecasts and informs others [...]
Congratulations, you just got promoted. You built and managed a successful sales territory, and now your leaders what you to lead the sales team. Great. Now all you need to do is "teach" everyone on the sales team to do what you did…right? No problem. You managed a successful sales territory; teaching others to [...]
Tell me if you recognize this conversation between you and a veteran member of the sales team: You: "I just found out that Customer AB, who has been with us for years, has decided to go with the competition. I thought you were on top of this account? You tell me that you know [...]
To be considered a sales professional in Economy 2.0 requires understanding how to build committed relationships properly. It is a critical skill set – one that not every salesperson possesses. Most of the sales teams we coach understand the importance of making solid and committed relationships between them and their buyer counterparts, but what [...]
At the core of any high-performance sale team are its members. While sales leaders exert tremendous influence on the sales team, the individual team member will produce success (or not). For this discussion, we focus on the competencies of the individual sales team member. Have you read any job postings for sales talent lately? They are filled with [...]
The numbers are clear, there is an interesting imbalance set to dominate the B2B selling environment – the relationship between buyers and sellers is shifting but not for the reasons you think. Driving the imbalance are factors like: Aging workforce Number of new workers into the workforce Trends towards early retirement According to the [...]
