Sales Effectiveness Blog

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Five Indicators that You Need a Sales Messaging Initiative

Messaging affects every aspect of the sales process, from the first communication to negotiation to the close. Problems with sales messaging can lead to bigger problems: negotiating on price rather than value, low productivity, and missed quotas, to name a few.

If your organization is experiencing any of the messaging problems below, it’s time to address them. The longer you wait, the more impact to the bottom line and your revenue growth goals. Don't start 2017 off without a plan. 

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The Final Frontier for Sales Growth

Companies are running out of ways to drive growth.  They can build all the products they want, but it doesn’t mean the customers will come.  They can spend all the time and money they want building the perfect “digital customer experience”, but converting clicks into dollars isn’t always a sure thing.  Companies can find new channels, new partners, new markets, but at some point, growth is not going to come from capitalizing on external factors.

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Five Critical Components of a Successful Sales Process

Efficiency and alignment are critical elements of sales productivity. An effective sales process provides a vehicle to enforce discipline, 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. The process behind it deserves thoughtful attention. Here are five must-haves for every great sales process.

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Are Your Reps Asking This Question?

We know a lot of work goes into a sales presentation. For many salespeople, the PowerPoint deck drives the conversation and is the one tool you may leave behind for your prospects to socialize internally.

For all those hours spent on the presentation deck, here’s one critical question to ask your sales reps that will drive success in those prospect conversations: 

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Six Things Every Sales Messaging Strategy Needs

If you’re a veteran seller, you likely appreciate a good sales conversation. So what makes a sales conversation stand out? One that’s focused on customer needs and the unique value your solution provides.

A well-defined sales messaging strategy drives these types of conversations, and ultimately results in overall sales productivity and bottom-line revenue impact. Without a framework to implement your sales messaging strategy, you run the risk of lagging sales, quarter after quarter. 

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Key Questions that Will Help You Be a Better Sales Coach

Providing constructive and consistent feedback is an important part of coaching your sales reps to success. Being an effective sales coach and understanding how to give productive feedback and drive success on your teams takes practice.

Opportunity reviews and sales calls are two areas where you can make a great impact as a sales coach. Here are some key questions to use in both of those areas that will help garner positive results:

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Why Great Salespeople Make Terrible Sales Managers

Bruce Sevy is the Managing Director of GrowthPlay's Talent Analytics Center. He has a passion for talent management and is a 20+ year veteran in designing and implementing efficient, high-impact talent management systems, tools and processes that help organizations select, deploy, develop, reward, and promote high performance employees at all organizational levels. 

Spend any time with a sales organization and you are bound to hear a similar story – a story about a great rep who failed the transition to sales manager. This story is about Jon.

It is set in a venerable, widely known, widely respected organization headquartered in the Northeast and Jon was their latest superstar. He joined the organization fresh out of school and wasted no time demonstrating a true knack for sales.

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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.