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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 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.
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Chief Sales Officers! You want your salespeople to sell value – when most of your sales managers can’t execute the basic business conversations you need.
A few weeks back I shared how most sales organizations struggle to sell “value.”
That’s because most salespeople don’t know what “value” means (it’s never been defined to them) or how to uncover what value means to their customers (most important).
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