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How to Compete Against "Do it Internally"

We’ve all been in this conversation at one time or another in our sales careers. Your prospect may understand some of the value you can provide, but is also considering using internal resources to achieve the same result.

If you put yourself in the buyer’s shoes, this option makes complete sense. When looking at potential solutions, you would be negligent not to weigh all your options. As a seller, you must remember that “Do it Internally” is a very different competitor than Do Nothing." Where “Do Nothing” is a conversation focused on the need for change, “Do it Internally” is a conversation about business resources, outcomes and metrics.

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What to Do When "Do Nothing" is Your Biggest Competition


Understanding the best way to differentiate against your competition is critical to being an effective salesperson. The “Do Nothing” competitor is always one of the toughest. Who has instant access to the decision maker? Who is always part of the sales opportunity whether you are or not? The dreaded “Do Nothing.”

“Do Nothing” is always part of the equation because it is often the easier solution for those who are part of the decision process.

“Do Nothing” loves to remind people that there’s always something more important to worry about within the organization.

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How to Reinforce Your Sales Training Program

If you want to improve sales productivity and generate more revenue per rep, you need a proven sales methodology you can reinforce. When we talk about sales transformation, we mean changing the behaviors of your salespeople in a way that drives results.

Simply scheduling a training event is not going to drive measurable impact. You need to optimize that program for success.

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Beating the Competition: The Mistake Your Organization is Making

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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Four Ways to Improve Your B2B Sales Process

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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Five Things Your Sales Team Needs After a Sales Training


Many organizations go through 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

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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Five Ways to Uncover New Business Opportunities

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

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.