Building the Business Case: Real World Sales Conversations

Building the Business Case: Real World Sales Conversations In Building the Business Case: Financial Decision Makers, I suggested that, to translate technical wins to revenue, we have to ask questions that: Connect the buyer’s need to enterprise priorities (the arrow labeled 3 below) Quantify the financial impact (the arrow labeled 4 below). If you need help on how to translate the Need Diagnostic outline into … Read more

Leading Change through Sales Methodology Training

Leading Change through Sales Methodology Training Creating change in a sales organization requires a sales leader to utilize sales methodology training. Change is hard because most people take the path of least resistance and gravitate toward old habits. Leading a sales team starts with putting your sales playbook in place. If your new sales methodology makes their job easier, the sales team will use it. … Read more

Focus On the Sales Basics: A Checklist

Focus On the Sales Basics: A Checklist #1 – Prospect to Power Establishing Value on Major Opportunities Opportunity X-Ray The Perfect Discovery Call Checklist #2 – Understand customer problem & impact The Need Diagnostic: How Buyers Decide Brain Science and Decision Making: How Buyers Decide in B2B Sales Dispassionate Diagnosis: The Key to Consultative Selling The B2B Elements of Value Co-Create the Solution with the … Read more

Why Sales Forecasts are Still Inaccurate in 2019

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 … Read more

major opportunity planning

Major Opportunity Planning

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 … Read more

A Proactive Sales Leader Knows How to Increase Sales

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. … Read more

Proactive vs. Reactive Sales Management

Proactive vs. Reactive Sales Management The Problem with Your Game If you hired a golf pro, what would you think if he said, “The problem with your game is that the ball does not go into the hole early enough and often enough!” As ridiculous as the golf coach’s advice is – and let me ask this very gently – is it the sort of … Read more

How to sell - get ready to run

How to Sell

How to Sell Why doesn’t my product or service sell? Have you ever wondered, “Why doesn’t my solution sell?” Or maybe it was closer to, “Why don’t these idiots buy my solution?” If you imagine a chain with two links, the weak link is either: What you are selling. How you sell. Link #1: What You’re Selling People who are satisfied with the status quo … Read more

Activity: A Recipe for Success

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 … Read more