3 Ways to Win Big with Generosity
"How can I sell more?" I hear that question a lot from salespeople everywhere. More often than not, it's framed around a false assumption: the belief that you need to get more to sell more.
Learn More"How can I sell more?" I hear that question a lot from salespeople everywhere. More often than not, it's framed around a false assumption: the belief that you need to get more to sell more.
Learn MoreHave you given sufficient thought to building confidence in your sales team?
Learn MoreWhere is your sales prevention department? You may have one without knowing it!
Learn MoreThe most successful organizations I work with right now are nimble. That means they are quick to conduct meetings and action important ideas. If you want to successfully come out of the economic crisis, you have to embrace nimbleness.
WatchIt used to be that buyers needed to know you first before they could trust your product. Today the reverse is true.
Learn MoreAs a seller, each day you have a set of tasks that need to be completed. Don't put off your "must-dos."
Learn MoreAll value-based selling—when done effectively—is about correctly defining the benefits of your product or service based on what matters to your customer. As I like to regularly remind sellers and leaders: the only value that matters is what matters to the client. The better you are at defining this, the better you become at building a broad array of connections that improve your closing ratio.
Learn MoreAs sales managers, you can’t solve your team and company’s problems if you're not talking to customers directly. Especially during these uncertain times, I know many of you have become comfortable with just sitting behind your desk. However, you need to get out and talk to customers or, at least, talk to them virtually.
WatchOver the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I'm not opposed to product training, but it's critical that we don't pitch product features to our customers. Instead, what we need to do is transition product training into value training.
WatchI don’t need to tell you that the 2020 global pandemic was a watershed year for change. But, what gets overlooked far too often is that the conditions for change—especially in sales—were apparent for years. Selling was ripe for disruption because, as the marketplace changed, the behaviours and assumptions of sellers did not.
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