Bridging the sales productivity gap includes having a consistent sales message. Leading companies excel at providing this message and seventy percent of the top-performing companies have a consistent sales message during the buyer’s journey that is tied to win strategies and themes based on customer needs. Increasing the production of the sales force is a priority for top-level...
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Root Cause Analysis is key to solving organizational and operational problems. Without identifying the root causes of the issue, the organization may spend time and money implementing initiatives which do not mitigate or eliminate future occurrences of the problem. The most common tool used to conduct Root Cause Analysis is the Ishikawa Diagram – more commonly known as the...
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Every organization creates its own individual and unique environment that reflects its culture and priorities. Within a selling organization, there are few things more impressive than a consistently successful sales person. No doubt, the characteristics that differentiate top performers from their colleagues include natural talent and the ability to connect with their prospects. But in the world of complex, high-value...
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“Wars are won by people who actually go out and DO something”
-George Patton
Today’s selling environment:
• Increased activity in the marketplace creating more “opportunities” via RFPs
• Resistance to prospecting
– No perceived need
• Selling gaps
– Commodity buy vs. solution/consultative selling...
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Any prospect worth pursuing should have a win strategy as part of the sales process and the win strategy can’t be just “getting the numbers right”. You have to go through a discovery process to find out what the customer's hot buttons are; what their pain points are. What’s important to them? If...
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