I met recently with a sales leader who asked me to help his sellers do a better job of talking with their clients about money. Money is a topic that has emotion tied to it, certainly more so than other subjects like scope, outcomes and timing. So, it is a topic widely avoided by salespeople. …
A recent Corporate Executive Board study of more than 1,400 B2B customers found that those customers completed, on average, nearly 60% of a typical purchasing decision—researching solutions, ranking options, setting requirements, benchmarking pricing, and so on—before even having a conversation with a supplier. What does that mean for the sellers who are following the old tried and true approach to the sales funnel? It means the approach is no longer true. Clients are so far along the buying process by the time we get invited to the table that sellers are being forced into more RFP pricing wars. There are four ways that sellers can change the way they approach the sales funnel…
SALESFORCE PRODUCTIVITY has been one of the hot conference topics for several years. And, when they first engage me, most clients use this term to mean what you’d expect – how do I get my sellers to sell more? Often though, the easiest methods for improving productivity are in your hands. Reducing internal obstacles, improving …