And when the decision was made by SAP’s CEO, Bill McDermott, it becomes a great story.
- Why, for instance, did Bill feel that the role of Chief Storyteller was so important that he personally recruited Julie Roehm 18-months ago for the role?
- Why did he hire a B2C candidate for a B2B role?
- And with all of Bill’s experience (Sales Xerox, President Gartner, Exec VP of WW Sales & Operations Siebel, and CEO SAP), what insights can we gain from his decision? Read more »
Joel needed new customers. But he found that he wasn’t 100% committed when he picked-up the phone, because his fear of rejection made him apprehensive. It felt like he had one foot on gas, and the other on the brake. And because customers sensed that Joel wasn’t completely sold, they weren’t interested in what he was selling, because no one wants to be rescued by a drowning man.
Fortunately Joel loved to read, and he was shocked to discover that his fear of calling new clients was due to an overactive instinct of survival. Read more »» read more
Two years ago Gord Smith, a Partner at Ideaca (one of Microsoft’s largest partner in Canada), hired a bunch of new salespeople to hunt for new business, because he knew the partners were too busy servicing clients (click for video). Read more »» read more
When I asked for more details on how a customer could use our product, Tim, our Managing Director, joked: “Michael, you’re in sales, you’re too stupid to understand.” But the sad thing was that this was what he, and his delivery team really believed.
And when I wanted customer stories, I only got the watered down versions from marketing. Because marketing didn’t trust sales to properly share these stories with customers, they had the executive team sand off the rough corners that made the stories interesting- to the point that they were useless.
So there I was standing outside the walls of customer knowledge, trying to prepare for a potential customer meeting with the few scraps of information management decided to throw down to sales. Read more »» read more
Salespeople are selling blind, because they are not being coached on customer knowledge. Without an accurate customer map, they can’t link their capabilities to their customer’s pain points. This results in lost sales, because customers are left to try to figure out why it makes sense for them to buy, or even worse, why they should care.
We’ll show you how simple it is to find, and then fill customer knowledge gaps. And your sales team will do it in as little as 10-minutes a week.
Simply have one of your salespeople share a relevant customer 2-min. story each week, and then have their peers provide feed-back. Read more »» read more
By recognizing the difference between a customer story that “Sells” vs. a story that “Doesn’t Sell,” you can see for yourself how your own customer stories can be changed so that they inspire prospective customers to buy, instead of providing them with no reason to change.
The mistakes made in the story that “Doesn’t Sell” are common. Because the effects of not having the Seller’s capabilities are abstract, the story doesn’t make the Buyer want to change, because the risks don’t feel real.
Without making the risks of not having the Sellers capabilities feel more real than the risk of change, the Buyer will stick with the status quo. Read more »» read more
The results are in, and it’s time to fire 15% of your sales team. But do the numbers tell the whole story?
You know, for example, that a rep’s sales can also be negatively influenced by: a) a competitor in the rep’s territory who is a star salesperson; b) a string of bad luck that may turn around, and; c) some salespeople take a little longer to turn around.
You also know that buyers today buy differently, so instead of just letting go of the poor performers, wouldn’t it be better to go through your sales team to see who is capable of prospering in this new sales environment, and who isn’t? Read more »» read more
But will another sales process or sales methodology really help?
Most companies have tried 2-3 of them, but have they helped salespeople sell more? A sales methodology or process may provide better reports to management, and improve the sale team’s efficiency; but right now, do you really need to better forecast poor sales, or does your sales team really need to be more efficient at doing the wrong things? Read more »» read more
The sales challenge: You may be surprised to hear that your biggest competitor isn’t another company, it’s the customer deciding to do nothing. Customers will not act, as long as the status quo is supported by: Read more »» read more
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
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
“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
“Has Sales Training or Marketing helped your Salespeople Sell Value and Differentiate your offering?”
Because it’s too customized for the big Sales Training companies and it’s too tactical for Marketing. For example, up to 90% of marketing material created for sales support goes unused by the field” (source: American Marketing Association).
Isn’t it time for a new approach? 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