Tag Archives: sales strategy

Don’t lose sales you should win – connect the dots

Often a sale is lost even when the solution is a good fit because the sales person fails to make the connection between the solution and the customer needs. he seller gets Step 1 right – they develop a good understanding of the customer’s needs. They also provide a good description of the solution so Step 2 is okay. But they leave it to customer to connect the dots as to how the solution can effectively address the needs.
The remedy? Sales people must take Step 3 by verifying that the customer perceives the connection between what they need and what is being proposed. It is particularly important in major sales where the need structure is multi-layered and the solution has multiple components.
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Evolution of sales strategy

The need for sales managers to conduct strategy review sessions with their sales reps has moved to center stage. It is not a nice-to-do. Executing a winning sales strategy in major B2B sales is a very skilled undertaking. Most salespeople need help and sales managers need to provide that help. Continue reading

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Trends in the world of sales – podcast

Sales trends – podcast Continue reading

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Sales managers and the empty-bucket strategy

Many sales manager/sales rep sessions are more backward rather than forward looking. They are strategy review sessions about what did happen or is happening, as opposed to, strategy sessions about what should happen moving forward. Time is a valuable asset. We would suggest that time spent taking a fresh look for how to win new business is a better investment than rehashing old information about old problems one more time. Continue reading

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Sales excellence and the comfort zone freeze

Buyers are changing the expectations they have about the people on the other side of the table today. They want sales reps who are trusted advisors not product facilitators. The sales rep or company that adopts the “let’s just stay the course” approach is likely to continuously erode their competitive advantage. “Tried and true” and cautious attitudes are likely to reemerge as “Sorry and Sad.” Continue reading

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Beating the competition in an undifferentiated market

To beat your competitors in an undifferentiated market you must distinguish yourself by how you sell, not just by want you sell. You have to be the competitive advantage.
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Shape the customer’s decision journey – create a unique competitive advantage

Effectively navigating customer journeys requires the journeys to be treated like products that need to be actively managed, measured, and nurtured. The goal is to help the customer improve the effectiveness and efficiency of how they buy in a way that also improves your competitive position. Continue reading

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Networking at conferences – tips on who, what and how

Networking isn’t easy but it is a piece of the puzzle for sales success. It is good to remember there is a big between talking to a whole bunch of people and a planned networking experience. Continue reading

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Sales reps – don’t forget to follow-up!

Salespeople can create customer value by how they sell, as well as, what they sell. Following up is key. It creates customer value – and sets the stage to increase the likelihood of future sales success. Continue reading

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