THE COMMAND CENTER - FORCE MANAGEMENT BLOG

Leverage Your Champion: Additional Resources

Posted by Rachel Clapp Miller

We received a lot of great feedback from our “Building Up Your Champion” podcast that we published last month. So much so that we wanted to provide some additional resources for you to further leverage the Champion relationship.

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Topics: Sales Process, Champions

Work Smarter: Don’t Waste Time on Deals That Won’t Happen

Posted by Rachel Clapp Miller

The competitive nature of salespeople mean that they hate to lose. Giving up an opportunity to make a sale just isn’t in the typical salesperson’s DNA. 

Like a bad relationship, salespeople can linger too long hoping they’ll be able to change the circumstances. Sometimes though, you need to focus your time and energy on an opportunity that’s worth your time.

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Topics: Sales Process, Customer Verifiable Outcomes

Critical Factors to Uncover in Your B2B Sales Process

Posted by Rachel Clapp Miller

If you are selling in complex B2B sales, you know there are critical factors in every opportunity that could influence whether or not you’re able to close the deal. The key to commanding your message is to make sure that you are uncovering that important information in your sales conversations through effective discovery and a value-based sales conversation.

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Topics: Sales Process, B2B Buyer

What Top Sales Teams Do Better Than The Rest

Posted by Rachel Clapp Miller

We know that there are clear drivers of a best-in-class sales team: good leadership, effective salespeople and a defined process that allows the team to consistently reach revenue goals. 

Harvard Business Review Blogger Steve W. Martin recently surveyed 786 sales professionals, revealing more insight into what distinguishes top sales organizations from the rest. He found more than a dozen differences, but there are three themes among his results we found to be most important.

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Topics: Sales Process, Industry Insight

Seven Ways to Tell if Your Sales Opportunity is Legit

Posted by Rachel Clapp Miller

Consistently enforced qualification criteria is a cornerstone to any great sales process. As a sales leader, It’s important to provide a mechanism to ensure that sales opportunities warrant the investment of your sales team’s time and resources.

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Topics: Sales Process

10 Ways to Crush Your Sales Number in 2015

Posted by Rachel Clapp Miller

Now that the 2015 is underway, there's no better time to focus on your sales goals for this year. Use these ten tips to crush your sales number. 

1. Remember the Connected Buyer

The connected buyer is savvy, educated, and has done more research than buyers of any previous generation. They’ve done their homework and will be able to quickly tell if you haven’t. Know how to speak to the connected buyer, and remember them in every interaction.

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Topics: Sales Process

Four Questions to Help Your Team Recover from a Lost Sales Opportunity

Posted by Rachel Clapp Miller

A lost sales opportunity hurts the bottom line, but it can also provide a valuable teaching lesson for your sales team. There is usually a quantifiable reason that the sale wasn’t made.

Identifying what went wrong gives your team an opportunity to understand how not to make the same mistake twice. Help your team recover from the lost sales opportunity quickly and effectively. Here are four questions you can ask your salespeople that will help them learn from their mistakes.

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Topics: Sales Discovery Process, Sales Process, Sales Coaching Tools

5 Things Your Sales Team Needs to Do to Sell to the Connected Buyer

Posted by Rachel Clapp Miller

By the time a B2B buyer is on their first sales call with your organization, it's likely that more than half of their buying process is already complete.

Connected B2B buyers are more informed than buyers of the pre-internet era, and this economy of connectivity impacts the way they make their buying decisions. Sirius Decisions reports that 67% of the buyer’s journey is now done digitally, and that online searches are an executive’s first course of action when looking for a B2B solution.

That’s why, in order to sell to the connected buyer, you have to be aware of how you’re selling, even when you’re not “selling.”

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Topics: Sales Process, B2B Buyer

The Subscription Economy: What It Is and How It’s Changing The Way People Buy

Posted by Kim Bastian

Part 1 of 3

We recently sat down with Dave Frechette, Vice President of Worldwide Sales Strategy and Execution at Zuora, a leading commerce, billing, and finance solution for subscription-based businesses, to discuss his thoughts on the “Subscription Economy.”

The Subscription Economy is a phrase, coined by Zuora, describing the new business landscape in which traditional pay-per-product (or service) companies are moving toward subscription-based business models.

We’ve taken the notes from our conversation with Dave and laid them out in this three-part blog series.

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Topics: Sales Process, The Subscription Economy

Why is qualification so important to your sales process?

Posted by Rachel Clapp Miller

Any great sales process provides consistently enforced qualification criteria. These measures help your sales team ensure that any sales opportunity warrants your investment of time and resources. 

Why is qualification so important?  It’s important to both the buyer and the seller. Here’s why:

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Topics: Sales Process

 

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