When your prospect or client really, truly believes that you have their best interest at heart you'll have established trust, the fulcrum of sustainable business relationships. How do you know when you’ve developed a trusting relationship with a buyer? • The buyer asks your advice on professional and/or personal issues. • Your “push-back” on decision-making … Continue reading Trust, the fulcrum of selling success
“On average, customers progress nearly 60% of the way through the purchase decision- making process before engaging directly with a company.” Executive Board Marketing Leadership Council Research 2013 This data point has been referred to often since it was published. It's interesting and makes sense, right? Online research, peer communities and reviews, colleagues, company websites … Continue reading Sales skills evolve along with the new buyers journey
Marketers are finding it increasingly difficult to stand out and differentiate from the crowds.
Searching for blame instead of cause (bad leads, sales reps are ineffective, CRM is too complex). Failing to identify the cause of a weak sales pipeline before prescribing a fix (let's hire another rep, or develop another piece of marketing content). Lack of congruence between marketing and sales (will lead to #1). Sales presentations and … Continue reading 8 reasons revenue teams miss targets (a 60 second read)
Here they are, chosen from hundreds of books that I have read over the years. The Effective Executive - written by Peter Drucker. Widely recognized as one of the greatest management thinkers of all time, he was celebrated in 2005 by BusinessWeek magazine as “the man who invented management". Dr. Drucker believed that every knowledge worker … Continue reading 2 non-sales books every salesperson should read
At any given time only a tiny percentage of your prospect universe is open to hearing your sales story (where the prospect has identified a need and is willing to listen to "why you"). So leading with a traditional sales approach will yield sub-par results in the great majority of interactions. I have received thousands … Continue reading Marketing as an insight generation machine
It's all about how you react to events. How you explain the no. The account loss. The quota miss. Optimists react to setbacks from a position of personal power: Bad events are temporary setbacks Isolated to specific circumstances and most importantly - can be overcome by new thinking, effort, creativity and abilities Pessimists react to … Continue reading Optimists sell more and here’s how they think
Your sales teams need to deliver insights and value, not sales pitches.
One Saturday afternoon, as I was cutting the front lawn of our home, I was approached by a teenage boy with a small can of paint and a brush in his hand. "Good afternoon, sir," he said cordially. "Hi," I replied, glad to take a quick break. "What can I do for you?" "Well," he … Continue reading A simple story about the power of compelling, motivating data
Growth companies - those that outperform peers in revenue improvement - are very effective at expanding the market that they compete in. Yes, they can grow market share by winning RFP's through some mix of marketing and selling skills, but the accelerator growth comes from moving prospects with latent needs to prospects with active needs. … Continue reading This visual should provide direction to your talent search