Would you ask the best violinist in the orchestra to take over conducting without any preparation to be a conductor? Probably not, and if you did, you wouldn't have very high expectations for the orchestra's performance. Yet this is exactly what most organisations do. They promote high-performing salespeople into management roles without preparing them to be confident and competent in the critical areas of coaching, motivating and developing their people. Узнать больше
As a sales leader, you probably debrief sales calls, review sales campaigns, analyse prospecting activity and ride along on certain customer calls to observe or assist. No doubt you have noticed that each salesperson has some customers and prospects that they easily connect with and others that they don't. Узнать больше
The traditional “us vs. them” approach to negotiating has passed. Today's sophisticated buyers want sophisticated selling. Your future clients demand collaborative conversations, fair outcomes, and a process that ensures their needs and interests are met. To meet this new standard, your salespeople must possess the confidence and the negotiation skills to succeed. How prepared is your team?
“By 2020 customer experience will overtake prices and product as the key brand differentiator” according to the Customers 2020 report. Developing a branded customer experience that enhances the perceived value of doing business with your company is critical to customer loyalty. Check out the infographic and see that “The numbers don’t lie.” Узнать больше
Customer experience will overtake price and product as the key brand differentiator. Retail brands must provide enhanced value with a differentiated customer experience. But how? Learn more.
A recent conversation with a VP of Sales highlighted the frustrations of many sales professionals in this weak economy. "How do we gain the attention of customers when they are being flooded with calls from so many sales reps?" he asked. "How do we differentiate ourselves enough that they want to talk to us and not feel they are getting the same story they hear from every other company?" Узнать больше
It happens all the time: The top salesperson gets promoted to sales manager. The organisation soon discovers, however, that the skills and perspectives that made this person a top salesperson are not contributing to success as a sales manager, and, may in fact be detrimental to the sales role. Узнать больше
Sales methodology is about the human behind the sales persona and, when executed well, quickly becomes a force multiplier. In this article, we'll explore sales methodology from the salesperson's point of view, and see how an effective sales methodology can help salespeople define and execute sales strategy in order to build a healthy pipeline and improve win rates. Узнать больше
As a sales leader, you also may have noticed how much easier it is for salespeople to connect with some physicians than others. Sometimes the same approach that was successful in one case was completely ineffective in another. And some established relationships end up being downright difficult — fraught with tension and frequent communications issues and misunderstandings for reasons that are hard to understand. Узнать больше
A compelling conversation under the title “Sales Enablement” is unfolding among thought leaders in sales and marketing. The initial emphasis on sales enablement grew out of what Harvard Business Review calls “the notoriously fraught relationship between sales and marketing.” As companies sought solutions to better align sales and marketing to drive better revenue results, people started to talk about how other functions could and should also be better approached and aligned in order to enable sales. Yet, as with any exciting evolution, there is a lot of buzz but not necessarily a great deal of clarity as to what it means. So what exactly is sales enablement, why does it matter to your business, and what are the keys to doing it well? Узнать больше