By Michael Griego A big issue I see over and over again, with even sophisticated sales teams, is the tendency to rush through the “discovery” phase of their selling process.… read more →
In addition to good probing skills during the early stages of the sales cycle, qualification skills are fundamental to effective selling. Many a deal has moved down the sales cycle… read more →
The biggest mistake that sales reps make in sales meetings is mismanaging the discussion flow and failing to appropriately extract enough valuable information from the customer. This is easier said… read more →
Having already conducted multiple company Sales Kickoff Events this month, the 2014 trend is becoming clear: Reps are getting better, yet it’s getting harder to sell. It’s like climbing a… read more →
The sales rep was in the customer’s office for their first meeting. The rep had skillfully probed and qualified the account with questions that gathered quite a bit of data… read more →
Here’s a summary listing of our Top 10 Sales Messaging Problems. They are common and they are the fault of salespeople, sales management, marketing and sales departments. They need not… read more →
With all due respect to Michael Bosworth, author of Solution Selling, it’s long past time to rethink “solution selling” or any of the legacy sales methodologies. Both the selling world… read more →
There’s a growing trend in the sales kingdom. It’s ad-hoc sales messaging. Not necessarily bad if you’ve got a hot and compelling product. Certainly some sales teams can still be… read more →
CSO Insight’s recent Sales Optimization Report reveals that salespeople are knowledgeable about their products. However, there are clear weaknesses when it comes to effectively understanding buyers, cross-sell/up-sell, selling value and… read more →