Does Your Company Culture Respect the Sales Force?
If we asked this question to most company CEOs and their direct reports, we would expect a resounding yes followed by concrete examples of how their organization respects and supports the field sales force. Perception, however is not always reality. All too often, we hear the following comments being uttered about the sales force by […]
Why is 63 important to B2B sellers?
Question: Why is 63 important to B2B sellers? Answer: It’s the number of selling days you have in quarter 2 in the USA if your organization is on a January-December calendar year and observed holidays may vary by industry. Here is the breakdown: ✅ April 1-30 ➡ 22 selling days ✅ May 1-31 ➡ 22 selling days […]
Unlocking Sales Success with DiSC Assessments: A Must-Have Tool for Every Sales Professional
In the ever-evolving world of sales, understanding both yourself and your buyer is not just an advantage—it’s a necessity. The DiSC assessment stands at the forefront of this understanding, offering a mirror to our selling style and a window into the personalities of our buyers. Incorporating DiSC assessments can revolutionize your sales approach, training, and […]
Three Types of Listening in Sales and Beyond: Which One Are You?
Listening is a vital skill in sales, often used but rarely mastered. Let’s explore three listening types and reflect on which one you predominantly use in various professional and personal interactions. Selective Listening: The ‘mental filter’ approach. Here, you catch only fragments of the conversation, those that align with your assumptions or interests. It’s like […]
Listening is a Sales Skill That is Often Ignored!
In the competitive realm of sales across various industries, the ability to listen effectively is a key yet often overlooked skill. But what would happen if we started to listen more attentively? Are you a great listener? This simple question can have profound implications in your interactions, not just with clients, but with colleagues and […]
Unlocking the Buyer’s Mindset: What Drives Price Demands from Procurement?
If you have been in sales for more than a week you have encountered someone from Procurement telling you one or more of the following: “Your price is too high.” “I need a discount.” “Can you do better?” “Your solution is too expensive.” “You’ll have to do better than that to get our business.” “Your […]
Here is What “No Decision” & “Lost Deals” is Costing You!
According to CSO insights 21.3%1 of forecasted deals in a typical sales funnel end in “no decision”. This is a number that should send chills down the spine of every Board member, the CEO and especially Sales leadership. The potential lost revenue and gross margin is staggering. Here are some numbers to ponder. These came […]
Are You Asking Prospects and Customers the Right Questions?
Recently one of the authors of this blog was out for dinner at a chain Italian restaurant with his wife. When we arrived, we asked for a booth with a view of the outdoors and were seated promptly by a friendly and outgoing hostess. Within 2-3 minutes our food server greeted us with a […]
5 Steps in Crafting Compelling Value Propositions that Resonate with Buyers
We all know what constitutes a value proposition or statement. It’s a concise, clear and compelling message that conveys the benefit a product, service or solution provides the buyer’s organization. In other word, it’s a promise or pledge made by the seller to convey value to the buyer. But this is where our understanding gets […]
How Marketing Can Help Sales Win With Cost Crusaders!
You know who we are talking about. The Cost Crusaders are Strategic Procurement, Purchasing, Materials Management or Supply Chain depending upon the organization. While many of these professionals also focus on value there is a significant portion that are blinded simply by their desire for the lowest cost and they are relentless in this pursuit. […]
