I remember when the CEO invested in what I, the VP of Sales of a mid-sized company, felt was a foolish amount of money on a new Marketing Director. But what really bothered me, was what the new position represented, change.
Although my sales team was exceeding quota, the landscape changed. And I knew if I didn’t change, I’d get run over. Read more »» read more
More important, how will you get past this irrational wall of resistance, and make the sale?
Not only will these questions be answered, but more important, you’ll receive a complimentary guide with simple and practical steps that you can start using today, so that you can inspire our customers to step out of the status quo, take action, and invest through you into a better tomorrow.
Overwhelmed Buyers Read more »» read more
To find out how to challenge the customer’s thinking without challenging the customer, I asked Matt Dixon, co-author of the Challenger Sale and Executive Director of the Corporate Executive Board, for the answer. (Click here for video interview).
Q: How do you challenge the customer’s thinking without challenging the customer?
A: If we’d found that The Challengers were obnoxious and aggressive; we’d have called them The Jerk not The Challenger.
Q: Are stories the most effective way? Read more »» read more
According to Sales Benchmark Index, only 57% of salespeople achieved quota in 2011.
Why? Did they lack motivation or a sense of urgency? Well, according to a recent study, only 1 in 7 seriously at risk heart patients were able to follow through and make the “change or die” lifestyle changes- diet, exercise, and no-smoking. That’s right, only 1 in 7. Read more »» read more
In an interview with Ann Handley, Chief Content Officer of Marketing Profs (360,000 members and the largest community of marketers in the world) and co-author of Content Rules, she talks about the need to create killer marketing content so that you can attract sales leads instead of having to chase after them.
The three takeaways from the interview are: Read more »» read more
“The HBR asks why is persuasion so difficult and what can you do to set people on fire? Read more »» read more
“Solutions selling has been all the rage over the last 5 to 10 years, yet 75 percent of the companies that attempt to offer solutions fail to return the cost of their investment.” (Source: ‘Solution Selling: Is the pain worth the gain’ McKinsey Study).
Even the author and founder of Solution Selling & CustomerCentric Selling, Mike Bosworth, agrees.
“The number one complaint I heard from sales managers was that the bottom 80 percent of their salespeople quit trying to use the methodology within 10 days of the workshop.” (‘Mike’s Ah-Ha moment’ Sept. 2011). Read more »» read more
There’s a tendency for salespeople to concentrate on logic because they feel that emotions are too flaky to have any real importance on a buying decision. But economists have recently embraced the idea that irrational psychology, rather than cool calculation, plays a significant role in buying decisions.
Skeptical salespeople may be interested to hear that it’s now scientifically proven that emotions play a big role in decision making. Emotions generated through negatively framed decisions, for instance, can affect how we decide by as much as 44%. Read more »» read more
Review the following two Storytelling examples and decide for yourself if you feel that Storytelling could help your Sales Team sell more? Read more »» read more
With 150 e-mails a day, 30 voice-mails and 60-80-hour work weeks thanks to corporate reorganizations, buyers are so busy today that in order to survive they have learned that they can’t do it all. Consequently, buyers now often stick with the status quo—even when it hurts the company.
Logic Doesn’t Help
Product Pitches, Value Propositions and Logical Arguments do not convince a buyer in denial to change. Read more »» read more
Here’s a story about Paul, a VP of Sales at Software Inc., who has unfortunately inherited a sale cycle that drags on forever. That’s when deals happen. But most of the time, his team loses to their biggest competitor, the customer sticking with the status quo.
The Board at the Software Inc. hopes that he’ll fix things fast, but if he doesn’t, he’s toast.» read more
When Buyers no longer answer their phone and your voice and e-mails get deleted, how will you win new business so that you achieve quota?
Well, if you accept that going back to basics and smiling and dialing won’t take you where you need to go, don’t despair.» read more