As one of the leaders of the Sales Leader Roundtable, I am often asked why I joined this group. First off, let me tell you the sales leader roundtable is not a training platform. While training is an important aspect of any good sales group, this is more about shared learning with other successful sales
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Pre-call planning is a critical aspect to closing business and is often overlooked and/or taken for granted in the sales process. Before calling prospects, research must be completed to understand your new customer to be. Winging it is not a strategy for a sales call. You are going to want to be familiar with your
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What are some of the things a sales leader could do to have a fast impact on their sales team? I get asked this question a lot. Could they be coaching or teaching their sales team better to get faster results? I tell them to think like and behave like a great journalist or a
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First of all, what does consensus selling mean to you and your sales team and how can you close more consensus sales deals? It mostly boils down to selling your services or product to a group within a company. While one person in the company used to be able to sign off on a sale
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Let’s first start with what is a Value Proposition anyway? You hear people throw the concept around, but you know it’s not a tagline or a slogan. So, what is it and how does it benefit you, your business, your customers, and as a salesperson, selling to your prospects? And, once you understand your value
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What Is A Value Proposition? Can your sales team write down what your value propositions truly are? Are they on top of what your business’s value proposition is or means for the sales process? Does the value proposition clearly explain the benefits and the outcomes for your customer? A value proposition is what tells your
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Analyzing Your Sales Wins Last time, we discussed reviewing your sales misses and losses by gathering data and comparing it at a Sales Post-Mortem meeting. If you’ve ever done one of these review sessions you know how valuable they can be to you and your team’s performance. Today we want to work in the other
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What Is a Post-Mortem Sales Discussion? As a salesperson, leader, and manager, you probably ask yourself what resonates with your prospects and causes them to buy from you or not? This is a never-ending question. But, one that you can tackle when you review your sales process with your sales team and other important members
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