Sales Management

Helping Your Customer Make Sense of Complexity

Making a buying decision has never been more complicated. Your customers have access to an overwhelming amount of information – often inconsistent, and frequently false or incomplete. They seek consensus when making buying decisions – but have to somehow align a growing number of stakeholders with often conflicting priorities. And they have to navigate an …

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What is a CRM Model?

Your company has a serious problem. Customers are leaving left and right, taking streams of revenue with them. You can’t figure out what’s going on — your product/service receives great reviews, your sales team is qualifying prospects every day, and people are reading the material sent by marketing. Your company might have all the right …

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Customers and Rational Behaviors

Too often, I’m in reviews with sales people whining, “The customer is irrational!” They go through a litany of complaints, including: “They don’t understand our products and why they are superior…..” (Of course it’s not their job to do that.) “They keep changing their minds….” “They aren’t being logical, we’ve presented all the data/analysis, it …

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How to Empower Your Sales Team With Thought Leadership

Content, and specifically thought leadership, is now recognised as the perfect means to help drive the business development (BD) process. Sharing content with prospects helps sales and BD representatives show empathy with their pain points. It also helps steer that prospect towards accepting your solution as their solution. The prospects love it, too, as it …

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Win Fast, Lose Faster

Losing fast, having the courage to walk away from a deal that you are highly unlikely to win is tough for everyone. But it’s actually one of the important things you can do to drive your sales performance. In the past 4 weeks, I’ve walked away from 2 deals. The first, I knew I could …

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Using Your Voice for Sales Success

terimakasih0 / Pixabay Kristin, a highly-experienced salesperson, describes being frequently interrupted or “talked over” by her manager or peers. Andrea is a talented young salesperson who is often ignored by older decision-makers. Daniel, a new sales leader, is frustrated because his team isn’t listening to him, making it difficult to excel in his new role. …

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