Sales Tips Archives - Software Sales Gurus

Why Intent Matters

April 17, 2023

Why Intent Matters People don’t argue with their own ideas. When you hear an indication of need on a discovery call, follow their thought. Two ways to follow their thought are: “Tell me more.” “Is there more I should understand?” Call recordings show both approaches work. But not equally. “Tell me more.” is a command. A command may work in face-to-face selling because people fear … Read more

The Enlightened Customer Success Manager

March 13, 2023

The Enlightened Customer Success Manager Koan = A paradox used in Zen Buddhism, usually a short statement or story that causes the hearer to take pause in order to develop enlightenment. CSM Koan= Assurances made by customer success managers reduce customer satisfaction. Has this given you pause? Let me explain. As I review CSM call recordings, there are CSM’s who make frequent assurances, such as: … Read more

Please enter the password or your email address to gain access to the Mutual Action Plan.

Please enter the password or your email address to gain access to the Opportunity X Ray Leader's Guide .

Please enter the password or your email address to gain access to Hiring Sales People Who Can Sell.

Please enter the password or your email address to gain access to the Cross-Functional Team Action Plan

Please enter the password or your email address to gain access to the Sales Strategy Selector.

Please enter the password or your email address to gain access to the Major Opportunity Pursuit Plan.

Please enter the password or your email address to gain access to the Key Account Planning Template.

Please enter the password or your email address to gain access to the Capability Translator.

Please enter the password or your email address to gain access to The Perfect Discovery Call Checklist.

Please enter the password or your email address to gain access to the Perfect Outbound Call Coach's Checklist.

Please enter the password or your email address to gain access to “Best of” Discovery Call Questions.

Please enter the password or your email address to gain access to ABC Outbound Call Sheet Music.

Please enter the password or your email address to gain access to ABC Inbound Call Sheet Music.

Please enter the password or your email address to gain access to Lead Generation Mechanisms.