Advice from Simon Scaife
Sage advice from Simon Scaife of Synopsys to his sales team on 2-5-2019 “Know what you are going to say, before you say it, and say it with conviction.”
Kaizen: A Method of Change
Kaizen started as a US Military process of continuous improvement and was adopted in Japan after WW II. It was then that the practice was named Kaizen. Kaizen means: Ask small questions. Think small thoughts. Take small actions. Solve small problems. Small rewards along the way. Change is Scary Our primal (limbic) brains highjack our thinking brain when there is a perceived threat to our … Read more
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
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
Major Opportunity Planning
When to apply a strategic selling process Not all opportunities require a strategic planning process. Too much process is like cutting butter with a chainsaw. But, if you are cutting down an oak, you don’t want to use a butter knife. Three Battle Fronts Major opportunities are fought on three fronts: Technology – WHAT do we need? Financial – HOW MUCH financial return vs. competing … Read more
Financial Selling
A single silver bullet fired by the CFO shoots down many good projects. “Why now?” I just had lunch with a friend who advises Federal CIO’s and CFO’s on procurement. He said 75% of projects fail in the business case, not the technical evaluation. When we propose a solution, we may think the question we are trying to answer is, “Does my solution produce a … Read more
The B2B Elements of Value
We all naturally hesitate to ask personal questions. A new study explains why salespeople and customer success managers must ask personal questions. “As B2B offerings become ever more commoditized, the subjective, sometimes quite personal considerations that business customers bring to purchasing decisions are increasingly important. Understanding the full range of rational and emotional factors in business purchases – and tailoring value propositions accordingly – can … Read more
Discover Your Formula for Change
Your nature is like an elephant – strong, steady and powerful. Your will is like a rider. When the two want to go the same way, no problem. If your will and your nature want to go different directions, your nature wins. The point of application of new skills is a point of confrontation and stress. Under duress we revert to habit. Old learning or … Read more
A Proactive Sales Leader Knows How to Increase Sales
This tip provides a series of sales leadership activities, recommended by sales leaders who know how to increase sales. The sequence starts with suggested actions when you first take over a new sales team. Following these initial actions is a cadence of annual, quarterly, monthly and weekly activities to drive a high level of sales performance. This is part two of a series on how … Read more
Co-Create the Solution with the Buyer
Allow the Solution to be the Buyer’s Baby It is in our nature to be helpful. So, we tend to offer solutions. We also like to be the smartest person in the room. A master of a truly consultative sales methodology knows; however, the more the customer creates the solution, the more they love it. It’s their baby. If the solution is the buyer’s baby … Read more