Some of what what we think about
If you know something, say something
There has been plenty of discussion on how to sell remotely, but no one is talking about how to buy remotely. Looking at the challenges facing buyers will help sellers serve them better, and will result in better selling.
You need your team to close what they’ve got, and you need to know what’s real vs. what’s just happy ears.
Hands up if your sales process is in your head. It’s a lot easier to share when it’s on paper… especially the bits where you need buy-in from customers.
Most revenue leaders rely on a couple of different forecast models to come up with a committed number. But what’s absent can be more important than what’s in front of your face.
Pipeline review calls should be an open discussion between reps and leadership about each deal’s status so they can strategize together.
A couple of simple steps can turn your simple ROI spreadsheet into a killer qualifying tool while at the same time cementing your value claims with an irrefutable logical progression of A-to-B-to-C.
It’s always risky to go to bat for someone.The champion inside your target company will be representing you, and if it goes bad, they get the blame. But you can make it safer for them to introduce you to their associates.Let’s take a look at getting on the inside,...
Trade shows aren’t all work: who can honestly say they haven’t stripped down at an after-show party and jumped into the rooftop pool?But many sales teams just turn up at shows without a game plan, and as such they waste a massive lead gen opportunity, not to mention...
It might be low self-esteem, or it might be a desire to get to the demo faster, but the vast majority of sales reps never turn on their camera.No matter what the reason, Reps who hide behind the curtain are missing an opportunity to make a personal connection, a...
At the dawn of humanity, we only had a few tools, each one created only after careful consideration of what was actually needed to get the job done. Today we run the risk of the tools becoming the master, sucking time that should be spent with customers and spitting out process so prescriptive that our natural craftiness atrophies and we’re unable to innovate out in the wild.
The most important person in the deal is not the sales rep, it’s not even the sales manager, so why do they get tools to help them navigate a long and complex deal, when the real MVPs — your prospect and their budget approver — get nothing?
Any sales manager who is looking to understand where the greatest gains can be made across their team should use this collaboration maturity model to evaluate individual contributors, the team as a whole, and their technology stack.
Does being buyer-centric help when you’re in the trenches trying to close a deal? Can an individual contributor be buyer-centric on their own or is it an all-or-nothing initiative across the entire organization? The short answer is YES. A simple first step for an...