Trouble Justifying the Price 2

Trouble Justifying the Price

The sales challenge I recently talked to a sales manager about a coaching session he had with a sales rep. The sales rep was having a good sales call. The client had a problem they could solve. The conversation was positive and engaged.” Then the inevitable price question arose. The client said, “How much does it cost?” The sales rep gave them a range, $25K-$50K, … Read more

Why Sales Forecasts are Still Inaccurate in 2019

Why Sales Forecasts are Still Inaccurate in 2019

Forecasting is an old problem During World War II, a group of Army officers, led by economist Kenneth Arrow, were assigned the task of forecasting the weather a month in advance. Concluding that their numbers were no better than those picked out of a hat, they asked to be reassigned. The reply they received said, “The Commanding General is well aware that the forecasts are … Read more

key account development

Key Account Development

As a Key Account Manager, you have a leadership responsibility. You are the leader of a cross-functional sales team. While account plans are OFTEN created ONLY for the sake of compliance, account planning is a process you, as a leader, use to: 1. Engage and involve everyone who touches the customer – on-site consultants, S.E., customer support, etc. 2. Empower every member of the cross-functional … Read more

Your are note a lone wolf

You Are Not a Lone Wolf

As I progressed in my sales career, a successful colleague pointed out that when I was pursuing large opportunities or managing key accounts, I was no longer a lone wolf. At her suggestion, I sought out a service support specialist who had regular after-the-sale contact with my client. She knew more about the customer than I did and had clear ideas about how we could grow … Read more

Style Matters - Sales Star Coaching

Style Matters

The first televised presidential debate between John F. Kennedy and Richard M. Nixon in 1960 revealed an important insight into the criticality of non-verbal communication. People who watched the debate on television thought Kennedy won the debate decisively. People who heard the debate on the radio, by contrast, thought Nixon won—by an even wider margin. In all acts of persuasion, style trumps substance. By style … Read more

Ability Matters - Sales Star Coaching

Ability Matters

  In 2010, Washington Redskins’ two-time All-Pro defensive linebacker Albert Haynesworth was suspended without pay because according to head coach Mike Shanahan he would simply not cooperate with the team’s coaching staff. The crux of the problem was that the Redskins switched from a 4-3 defense (within which Haynesworth had excelled for his entire career), to a 3-4 defense (within which he felt constrained to … Read more

Activity: A Recipe for Success

Activity Matters Activity is really just about how a person spends time. A recipe for optimizing sales activity is: Set a clear goal – For example $1M in revenue in the next 90 days. Identify the four top high payoff activities required to achieve the goal. Examples include, prospecting calls that lead to discovery meetings that lead to Mutual Action Plans that lead to revenue. … Read more

How your beliefs impact sales success

How Your Beliefs Impact Sales Success

Beliefs Matter Most of us are familiar with the old saying: “I’ll believe it when I see it.” Most of us have probably said it ourselves. And meant it. Unfortunately, it isn’t mostly true. It may actually be more accurate to say, “I’ll see it when I believe it.” What we believe matters. The fact is that in the matter of individual experience perception really … Read more

Moral Matters - Sales Coaching

Is Morale Coachable?

Morale Matters Any connoisseur of great sports movies (and anyone with a pulse who saw the movie Miracle about the gold medal men’s hockey game between the USA and the USSR in the 1980 Winter Olympics at Lake Placid) knows for sure that morale matters. In the movie, coach Herb Brooks (played by Kurt Russell) delivers perhaps the greatest pregame locker room speech of all … Read more

The Software Sales Star Coaching Model - Basketball team

The Software Sales Star Coaching Model

The Key to Maximizing Sales Performance Management for Software and SaaS Sales Teams Someone once told me that that only a few professions require constant motivation. Athletes and salespeople fall into this category. Leading a sales team is not very different from coaching a football team. People tell me they got into sales because: “I’m a people person. I like people!” That may not be … Read more