Posts Tagged ‘Sales Strategies’
Your Channel Partners Aren’t the Enemy!
Few organizations have the ability to reach every possible customers themselves. They can’t afford to hire enough sales people to cover the markets, they don’t have enough deep expertise in certain markets, they need to collaborate with others to provide a complete solution to their customers. Most organizations have found they need to leverage some…
Read MoreProvocation or Obnoxiousness?
The concept of provoking our customers, getting them to think about their businesses differently is a key element of providing insights. Paraphrasing Brent Adamson, to help our customers “unlearn” we have to show them what they are currently doing may be wrong. That is, there may be different ways of operating that will produce superior results, or…
Read MoreClosing the Sale
Earlier today, I was interviewed for an article on “Closing The Sale.” The article is in a publication focused on small business owners. As we concluded the conversation, the interviewer said, “Your answers were completely different than I expected.” I think too many of us, entrepreneurs and sales people, alike, have mistaken impressions of closing…
Read More“We Can’t Justify Your Price…”
We were debriefing a closing call. Bill’s solution had been selected. Bill had done a great job in competing and in justifying the value of his solution. There was a strong business case demonstrating tremendous improvements in productivity. In this case, the customer was growing faster than their ability to bring people on board supporting the…
Read More3 Tips to Handle High Volume Sales
If you’re a small business and you’re rapidly growing, you may face the issue of dealing with high volume sales. The question is how to handle it effectively. Extra staff or overtime work? Are there other solutions? Let’s look at some tips and solutions that may be really useful for small business. Upgrade your sales…
Read MoreCritical Selling Skills That Distinguish Top Performers
Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high performers. I’ve continued to think about this over the past few days. I’ve narrowed things down to the top 3 skills critical for top performers. I’d like your take on it,…
Read MoreHow to Make Your Sales Team More Productive, Part 2
Well-trained sales personnel who are equipped with sound product knowledge, soft skills, and customer-centricity are in the best position to drive sales while maintaining long term relationship with the customers. Part One of this series discussed 5 ways to make your sales team more productive and enhance their performance. Here are 3 more: Customer Relationship…
Read MoreNo One Wants to Be Sold
Here’s a truth we seem to want to ignore—no one wants to be sold. Ever. Think about some of your favorite stores. Beyond the merchandise they have, what do you love about going there? Odds are your favorite stores became your favorites because of the experience you had. So you go back time and time again.…
Read MoreDon’t Focus on Sales Velocity, Focus on Buying Velocity
We spend a lot of time seeking to increase pipeline velocity, compressing sales cycles, and focusing on sales velocity. We are constantly driven to move faster. Sometimes in moving faster, we pass our customer and where they are in their own buying journey. This is where so much of our problem with getting customers buy comes…
Read MoreHow to Make Your Sales Team More Productive, Part 1
Increasing competition in the retail market, both offline and online, makes it necessary for small business enterprises to enhance both the productivity and efficiency of their sales team. The following tips can help to make your sales team productive and enhance their performance. Set SMART goals At the beginning of the month, set up goals…
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