CEOs and Sales Leaders! If the customer testimonials on your website are from VP, Dir, or Mgr job titles, then your salespeople are prospecting and selling too low.
How do I know?
Read moreHow to Spot an "A" Player in an Interview
Ah, those elusive unicorns! The “A” player salesperson.
Everybody wants them – and there aren’t enough to go around.
So, how can you identify if you’re interviewing an “A” player vs. a good “B” player?
Read moreHow to Increase Sales Success in 2-Steps
If you’re struggling to sell in the sales/martech landscape, you’re not alone. But if you don’t take deliberate and massive action to hold and gain more ground in this industry, you won’t be around for much longer.
Many previously successful sales leaders and salespeople are struggling to sell in a fiercely competitive market characterized by heavy discounting by incumbents, companies big enough to buy share and new entrants with exciting new offerings. And potential customers who are not responding to prospecting messages.
Read moreSales Leaders: How to Spot if Your Salespeople Are 'Onion Polishers.'
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 moreDoes Your Sales Team Engage in "Random Acts of Prospecting?"
CEOs 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 moreLet's Talk About Gatekeepers!
CEOs 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 moreIf You Want to Sell More, Faster - Stop Trying to Sell Your Value
Here’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.”
Read moreIf your sales managers and sales enablement folks don’t know how to have proper BUSINESS conversations, how can they teach your sales people?!
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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