Author Archive
Creating a Contagious Sales Culture
Executive Summary
Having a sales culture is vital. Sales leaders who consistently communicate and redefine their vision to their organization provide their sales teams with a holistic, meaningful, and inspiring view of where the organization is currently, and where it is going in the future.
Sales Leaders Must Be Motivators
Executive Summary
Motivation plays a key role in the success of a sales department. Sales leaders who are able to find the source of motivation for their reps will achieve outstanding results. While there are many motivational methods to consider, sales leaders must choose the methods that will draw out the desire of each individual rep to be successful.
Create a Prospecting Tracking Process
Executive Summary
To improve prospecting efforts, sales leaders must create a tracking process to ensure reps prospect at the expected rate in spite of the challenges associated with it. The reality is that prospecting has a major impact on sales revenue. Sales leaders who allow their reps to avoid prospecting activities are creating a losing environment.
Understanding Sales Purpose and Foundational Structure
Executive Summary
Every interaction with a buyer has a common purpose and structure. Even though no two sales processes are the same, they share fundamental steps and sales engagement methods. These set the stage for a rep’s buyer engagement process.
5 Types of Questioning
Executive Summary
There is no sense asking aimless questions. Sales reps must be responsible and ask questions that serve a specific purpose. They need to understand the type of questions they are asking, and the resulting information they can expect in return. Sales reps that can master the five types of questioning will be able to develop a detailed account of their buyer’s situation and the solution they desire.
Sales Leaders Must Enforce Prospecting
Executive Summary
Prospecting drives sales. Successful sales organizations embed prospecting in their sales culture and make it an integral part of their sales process. Sales leaders must ensure that their reps prospect effectively and often. Sales leaders that allow their reps to avoid prospecting quickly see sales opportunities diminish. Successful sales organizations have sales leaders that enforce prospecting, and therefore have a steady flow of opportunities in the sales funnel.
Feature or Benefit – That is the Question
Executive Summary
The entire world seems heavily focused on listing all possible features of their products. However, customers don’t buy features, they buy the benefits that the feature provides. Be mindful of this when talking about your product, and be sure to stress the benefits that your offering provides. For each feature there are many benefits; if one of them does not catch your clients attention, another one might.
