Sellers are frequently faced with angry buyers who walk out of the room, don't return calls, declare the negotiation over, threaten and yell! Most want a list of tips and tricks to counter these tactics. Here is our list.Read More
In my last post, I reported my friend and colleague, Jim Dickie (https://www.salesmastery.com) recently surveyed sales leaders who stated their top barrier to achieving their 2018 revenue objectives was lack of coaching. That article focused on how to use virtual coach technology to address that issue. For this article, we will focus on the second issue for sales leaders:Read More
Are we preparing sales teams to be liked for better personal relationships, or are we preparing them to build better business relationships with clients?Read More
Sellers are having a reactive negotiation conversation about commercial terms with buyers - separate of the value discussion. These buyers are leveraging sellers to drive deeper discounts and concessions absent of the power of value.Read More
With all the changes happening in the world of buying (B2B Digital Revolution, Committee buys, etc.) how is this impacting the fundamental role of sellers and those who support them?
SHORT ANSWER: It is impacting them in a lot of ways.
LONG ANSWER: Looking across the changes and how they are impacting sellers, one stands out above the rest. A seller today, needs to be able to successfully “change the conversation.” Allow me to explain...Read More
Providers deliver their own methodologies for different aspects of the sales process, such as tactical selling skills, another for questioning skills and a third for negotiation skills. Each come with a separate process and language, as well as their own tools and forms. These disconnected solutions, while independently may be effective to some extent, are still point solutions for a specific pain within the sales process. When you look at your sales organization today, does this sound familiar?Read More
Buyers today are more empowered with access to much of the product information that used to be provided by sales, making content king. Whether all content stays within the marketing team or organizations build a sales enablement function, we believe that solid content should meet four criteria.Read More
There is one thing that demands attention more than all others as it drives almost all negotiation behaviors on both sides of the table. It is the single most important item in negotiation.Read More
Sales enablement and how organizations support sales teams is undergoing significant transformation and it’s an exciting time to be in this field, but this is only adding complexity for those trying to select and make investment decisions.Read More
Today’s sellers are being told time and again their role has evolved: “To be successful now, your job is to bring insight to our customers!” While this is true, with that mandate comes a new question: Insight into what?Read More
Revenue goals are up, the win rate of sales team is down, way down. These amongst other reasons have created a need and filling it is a relatively new function that is starting to gain momentum: Sales Enablement.Read More
The role of a sales professional evolved slowly over many years. We went from being "order takers" to “vendors” to “sales consultants” to “trusted advisors.” The last couple years however have ushered in change at a manic pace! We find it both fascinating and challenging for those attempting to keep pace. We’ve read about The End of Solution Selling in Harvard Business Review and most recently The End of Competitive Advantage by Columbia Professor Rita McGrath. Professor McGrath argues that due to a constant change of your value, as well as that of competitive alternatives, sustainable competitive advantage is being replaced by a series of short term transient advantages. We see that many support systems for sales enablement have not evolved to keep up with the speed of the current market. We’ve also heard about the B2B Digital Revolution (Google/CEB).
Traditional sales training, CRM and marketing support have not kept pace with what salespeople really need to compete in hyper speed.Read More
Many customers are now more knowledgeable than the people selling to them. Traditional sales solutions – training, marketing, CRM products – just aren’t cutting it anymore. Today’s sales teams need a better way to sell: a fundamentally different way to sell, that enables them to take full control of the sales process.
That is exactly the conclusion Metaswitch came to when they realized a new approach to engaging with customers was necessary.
Recently, Milind Katti, CEO & Co-Founder of DemandFarm, interviewed Brian Dietmeyer. The conversation started out with this question. "Brian, tell us about your journey as a key account management professional and how do you help companies achieve growth through focusing on their strategic parternship with the key account?"
Link to full interview: http://bit.ly/297Ukit
The sales game has changed. The world has experienced a digital revolution, and now management priorities, customer needs and competitive advantages all change in real time. Many customers are now more knowledgeable than the people selling to them. Traditional sales solutions – training, marketing, CRM products – just aren’t cutting it anymore. Today’s sales teams need a better way to sell: a fundamentally different way to sell that enables them to take full control of the sales process.Read More
The Future Model of Sales: Aligning Value to Drive Results
Live SAMA Webinar: Tuesday, September 22, 2015, 11am – 12pm EST
Looking for a better way to sell? So was SAFC. Find out what they did next.Read More
How are changes synthesized and communicated in real time to your sales force in a way that allows words to come out of their mouths that reflect their value, competitive value, customer needs and execution of leadership priorities?Read More
We are pleased to introduce the new 5600blue e-book about Selling at The Speed of Change.Read More