Sales Effectiveness Blog | GrowthPlay

Beating the Competition: The Mistake Your Organization is Making

Posted by Rachel Clapp Miller on Sep 27, 2016 8:00:00 AM

We talk a lot about the importance of articulating differentatiation in the sales process. Even the greenest sales reps know they need a way to explain why their solution is different. Still, even if they have the best product on the market, many sales organizations struggle with enabling their sales team to effectively articulate why they're different than the competition in a way that has meaning to the buyer.

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Topics: Differentiation

Four Ways to Improve Your B2B Sales Process

Posted by Rachel Clapp Miller on Sep 23, 2016 7:55:23 AM

Efficiency and alignment are critical elements of sales productivity. An effective B2B sales process provides a mechanism that drives repeatability, predictability and validation of progress throughout a sale. Most importantly, it allows for inspection and planning – in advance.

Sales is the engine that drives your revenues. You can't assume a great product will simply sell itself. If the value and differentiation isn't clear to the customer, even crafting the best deal will not help your reps in the field. 

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Topics: Sales Messaging, Sales Process

Effective Sales Managers: The Key to Rep Success

Posted by Rachel Clapp Miller on Sep 20, 2016 7:43:05 AM
No matter how talented and dedicated your front line sales reps, your organization's success is heavily influenced by sales performance management. Your managers play a key role in developing team members that optimize productivity and revenue.

The following is a look at some of the key ways you can enable your sales managers to drive rep success. 

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Topics: Sales Coaching, Adoption and Reinforcement

Five Things Your Sales Team Needs After a Sales Training

Posted by Rachel Clapp Miller on Sep 16, 2016 7:40:52 AM


Many organizations start the year with plans to implement new sales methodologies. Unfortunately, many of these plans will fail to boost sales productivity, and many will simply fade away as the year progresses.

If you want your new methodology to stick, don’t treat implementation as the final step. What you do after implementation is every bit as important as what you do before and during.

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How to Ask the Tough Questions in Your Sales Discovery Process

Posted by Brian Walsh on Sep 14, 2016 10:01:00 AM

When you are trying to drill down on a business issue with the largest impact, you need a great sales discovery process that demonstrates your perspective and positive business intent. You need solid questions, if you want to effectively map your value to their business problems.

It is important to understand, however, that you have to ask the tough questions, those that help a prospect realize the impact his/her lack of decision or action is having on their business. These questions make the prospect stand in the moment of pain he/she is experiencing with their current business processes. These questions help both the seller and the buyer. They open the door for a conversation about where the client wants/needs to take the business in the future.

But, you have to earn the right to ask those burning questions. You can’t just go into the conversation and rip someone’s face off. If you start your meeting or call with a hard-hitting, “what are you going to do if” type question, your prospect will shut down. Depending on the question, they may even throw you out.

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Topics: Sales Discovery Process

Five Ways to Uncover New Business Opportunities

Posted by Rachel Clapp Miller on Sep 13, 2016 7:42:58 AM

Finding a customer problem is the first step to winning the business. If you uncover a problem that has business implications, you set the stage for closing an opportunity that’s hinged on value. 

Remember, there is no value without a customer problem.

The way to uncover that problem is by asking great questions that drive an effective discovery session. Here are five components to executing an effective discovery-based conversation and uncovering new business opportunities.

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Key Questions Every Sales Leader Should Answer

Posted by Rachel Clapp Miller on Sep 6, 2016 8:00:00 AM

The best sales leaders in the world are able to effectively articulate purpose, vision and strategy to their teams. Your team can’t drive results without understanding the direction they’re heading and the value in the end game.

To accomplish that, high-performing sales leaders make sure they understand the answers to these five questions – and that they effectively communicate them to their team members.

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Topics: Sales Transformation, Sales Adoption

Podcast: How to Build Positive Business Intent

Posted by Rachel Clapp Miller on Sep 2, 2016 8:00:00 AM

As a salesperson, your strength lies in your ability to demonstrate Positive Business Intent with your customers and prospects.

The best salespeople: 

  • do what they say they're going to do,
  • build personal relationships with customers,
  • bring authoritiy to their point-of-view and what they offer,
  • and are customer-focused.
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Topics: Sales Coaching Tools

How to Generate Better Results from Your Sales Training Initiatives

Posted by Rachel Clapp Miller on Aug 30, 2016 8:00:00 AM

Investing time, money and other resources in a sales initiative often means there are high expections for measurable results. Below are some best practices for generating the best results from your sales training initiatives. 

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Topics: Sales Transformation, Sales Adoption

Best Sales Enablement Practices for Your Sales Initiative

Posted by Rachel Clapp Miller on Aug 26, 2016 8:00:00 AM

Sales enablement is a critical function of an effective sales initiative. Sales leaders must support the transformation by developing optimized onboarding, training and development and reinforcement programs. Your organization also needs a system in place to continually track results, make adjustments and communicate.

The following are several sales enablement best practices to integrate into your sales transformation process.

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Topics: Sales Transformation, Adoption and Reinforcement

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