THE COMMAND CENTER - FORCE MANAGEMENT BLOG

Our Favorite Part of the Sales Conversation

Posted by Rachel Clapp Miller

Customer references are a critical component to your sales conversations. Your customers want to know that you can really do what you promise. Hearing third-party evidence can provide the necessary validation to turn an opportunity into a closed deal. Our own proof points have won us and our clients some significant opportunities. They’re one of our favorite parts of the sales conversation.

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Topics: Sales Conversation

Best Practices for Defining and Validating Required Capabilities

Posted by Rachel Clapp Miller

Determining what exactly your customer needs in a solution is a pivotal component to successfully closing an opportunity. Your customers have a set of a required capabilities for whatever purchase they’re considering. These are the minimum solution requirements that are needed to solve the business problem and achieve the positive business outcomes.

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Topics: Sales Conversation

Our Best Posts for Beating the Competition

Posted by Rachel Clapp Miller

What salesperson doesn't have a little competitive edge? There's nothing better than going up against your biggest competitor and winning the opportunity by practicing solid value-based selling. To help you focus on differentiation in your sales conversations, The Command Center team pulled together our best blogs for beating the competition. Use these posts to help you win the edge in your next conversation. 

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Topics: Sales Conversation, Differentiation

Five Things That Will Help You Uncover New Business Opportunities

Posted by Rachel Clapp Miller

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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Topics: Sales Conversation

Five Fundamentals to Practice Before Your Next Sales Conversation

Posted by Rachel Clapp Miller

Effective sales conversations take practice. Even our most seasoned sellers on the GrowthPlay team take the time to do pre-call planners, role play conversations and prep for important discussions.

Taking the time to practice can make you audible-ready to dig deep on business pain and prevent missed opportunities. At the same time, it’s critically important for sales managers to reiterate the fundamentals with their reps.

Here are five areas of focus to help your and your team and command the sales message:

1. Your Elevator Speech

People love the question, “What do you do?” That's probably the question we are asked the most. Make sure you have an answer that demonstrates your capabilities, uniqueness and the value you provide your customers. 

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Topics: Sales Conversation, Sales Coaching Tools

The One Question You Should Ask Before Your Next Sales Presentation

Posted by Rachel Clapp Miller


We know a lot of work goes into a sales presentation. For many salespeople, the deck drives the conversation and is the one tool you may leave behind for your prospects to socialize internally. For all those hours spent belaboring the deck, here’s one critical question to ask yourself that will drive success in your next sales conversation.

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Topics: Sales Conversation

Memorize these Five Questions and Sell Larger Deals

Posted by Rachel Clapp Miller

Salespeople who have the ability to ask great questions and use the answers to benefit their sales conversations are able to drive larger deal sizes. When you’re able to uncover the largest business problem and at the same time, create a sense of urgency in the sales process, you’ll create great value. That value prevents discounting and transactional commodity selling.

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Topics: Sales Conversation, Sales Coaching Tools, B2B Buyer

Sales Best Practices: Attach to the Biggest Business Problem

Posted by Rachel Clapp Miller

Every sales team strives for the same essential goals: More deals, larger deals, faster closes. We all know that whom the sales person speaks to and how they move the customer through the sales process profoundly impact these goals. But in an ever-shifting B2B buying landscape, and more decision makers as part of the process, it can be even more difficult to engage the people who have the authority to allocate funds for a pricey purchase.

It boils down to a salesperson’s ability to attach to the customer’s largest business problem. Salespeople who speak to low-level problems will be delegated to low-level employees. If the salesperson talks like a network administrator, they will find themselves only selling technical solutions.

When you’re bogged down with conversing back and forth with those who have fixed budgets, you may close opportunities but you won’t gain any traction increasing your deal size. Remember:

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Topics: sales challenges, Sales Discovery Process, Sales Conversation

Three Common Sales Scenarios: How to Compete and Win the Opportunity

Posted by Rachel Clapp Miller

There’s hardly an opportunity that doesn’t come with some sort of competition. Whether it’s an established vendor that has the upper-hand, or you are dealing with some internal forces that are making it hard to move your opportunity forward.

Today, The Command Center breaks down how to deal with significant obstacles in your opportunity.

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Topics: Sales Conversation, Differentiation, Competitors

Sales Tools: Write A Champion Letter

Posted by Rachel Clapp Miller

A Champion can be a pivotal component to your successfully closing an opportunity. A Champion

  • has access to the Economic Buyer
  • possesses organizational credibility, influence and power
  • actively sells on your behalf, when you’re not there

Remember Champions sell for you because they have a vested interest in your success. Because they contribute to your success, it’s important that you build that relationship.

Think about the last great opportunity you closed, did you give that Champion credit? 

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Topics: Sales Execution, Sales Conversation

 

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