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Sales Training Options
Looking for sales training? Here are some options. For individuals, there are great publicly available training programs that individuals can attend. For large companies, consider bringing the training in-house. For any size company, use a sales training...
Infographics: Why a Picture is Worth a Thousand Words
Infographics are visual summaries of complex data and are wildly popular all over the Internet. They make great marketing offers for buyers early in their sales cycle. They are fun and engaging. The science behind why they work is that people are visual learners, and...
Research customer goals – differentiate the sales conversation
Dilemma: “How do I find out what the customer’s goals are? Do I simply ask them directly, what are your goals?” Solution: Do your homework first. So that when you are asking “what are your goals?” it is to confirm those goals that you have uncovered in your...
Prepare for multi-level sales conversations – goals, outcomes and initiatives.
Dilemma: “I don’t relate well with senior executives and get ‘pushed down’ to the project owners. Why is this happening?” Solution: Review last weeks blog for more on the executive conversation. You will get "pushed down" or "introduced up" to the people that you...
Position the executive conversation – goals, benchmarks and influencers
Dilemma: “What do I talk with executives about, if I don't want to talk about products and solutions?” Solution: In any conversation, you will be directed to the people that you sound like. This is true both personally and professionally. As an example, think about...
Win/loss analysis: 5 questions to answer before conducting interviews
There's a lot of information on win/loss analysis available online. This blog post summarizes the "best of the best" advice available. Read on to see 5 questions you should consider before embarking on your own interview process and analysis. According to Roger...
In customer centric selling connect with customer goals, not initiatives.
Dilemma: “As I try to connect my sales solutions to customer goals, I get confused between what’s an initiative versus what’s a goal. What’s the difference?” Solution: Know the difference between initiatives and goals. Initiatives are specific projects or programs...
In successful selling, is it what you know or how you communicate?
Dilemma: “What’s more important in professional selling … is it my depth of knowledge about my solutions or is it how I communicate with my customers?” Solution: The simple answer is that it is BOTH. But, professional selling isn’t that simple. Your depth of knowledge...
Having trouble balancing sales time between prospecting and closing?
Dilemma: “I am finding it tough to drum up new business because my thoughts and energy are on those clients that I’m waiting to close." Solution: There are several aspects to this dilemma. The first ones that come to mind are ... portfolio and nurturing. As a...
“Hello, who’s on the call? Let’s collaborate!”
A lot has been written about on-line collaboration and meeting tools….what works best for you? A few things to consider: What is your business profile? Do you work in a large, small or medium enterprise? Are you an independent consultant or remote worker? Do you need...