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You’ve probably heard the expression, “peel the onion”. It’s a metaphor for understanding root cause or discovering the impact of an issue or objective.
Here’s how to quickly spot if your salespeople are NOT doing discovery or root cause analysis well – if at all.
There are two ways to spot this.
Read moreCEOs and Sales Leaders what are you doing to make sure that prospecting is a team sport in your company, involving all your reps, and not just a few who do it whenever they “feel” like it?
Working with organizations around the world I see this over and over again. Indeed, I like to refer to this lack of process around finding new business as random acts of prospecting.
Read moreWhen I talk to CEOs, sales leaders and their teams I’m often struck by how hard they work at articulating a strong value proposition.
As I’ve mentioned in previous posts most of them default to a list of “we cans” or “we wills.”
Read moreCEOs and sales leaders, how often do you find yourself or your sales people talking about gatekeepers?
Do you realize that just using the term may be hurting your organization’s ability to generate new business?
Whenever a salesperson has a mindset where they think about an EA or secretary as an adversary and treat them as such – they are making a big mistake.
Read moreHere’s something you won’t read anywhere else – if you want your sales team to sell more and sell faster tell them to STOP selling value.
When I speak to CEOs and sales leaders I consistently hear the same thing “our sales people have got to get better at selling value. They just don’t sell the value of our solutions.”
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