High-Performance Sales Teams Leverage Multiple Decision-Makers to Close the Deal In most B2B sales, you will need to deal with more than one decision-maker. To avoid getting limited by corporate politics and the whims of one decision-maker, you should enhance your entry efforts by contacting all decision-makers who can have an impact on your sales …
High-Performance Sales Teams Make the First 7 Seconds Count In the early 1990s, I remember being so excited when pay-per-view had on a Mike Tyson boxing match. It didn’t matter who it was, Iron Mike’s opponent was going to get their ass kicked, usually in the first round. The hype and excitement lasted for weeks, …
High-Performing Sales Teams Always Know Their Prospects’ Needs I’ve done all types of real-time phone coaching with a variety of inside sales teams. Getting the gatekeeper to put a decision maker on the line is easy. Listening to the decision maker chew you out for a useless interruption with no value is a lot …
Encourage Sales Talent to Think Through The Prospect’s Mind When you are doing a little do-it-yourself project on the weekend and you find you need to make a quarter-inch hole in the wall, you go to the hardware store. Why? Are you buying a quarter-inch drill bit, or are you really buying a quarter-inch hole? …
Encourage Sales Starters to Build a Strong Sales Team Getting a two-way conversation going is crucial to increase sales effectiveness, and questions are a great way to do it. Let’s talk about Sales Starters. One time I was with one of my new hires, Ellen Valudes, at a meeting with a
In a previous post, we talked about a powerful tool salespeople can use to open their sales calls. That was the Impact Statement. Today, we’re going to look at another tool you can use to take control of your sales calls. This is the Why Speak Statement.
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