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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.

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Podcast: How to Build Positive Business Intent

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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Best Sales Enablement Practices for Your Sales Initiative

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.