selling-skills
October 27, 2016
Could your salespeople be eroding profit margins through excessive discounting? Or through unnecessary product, service, or contractual give-aways? Margin erosion usually stems from the failure to establish differentiated value early in the sales process. Here are 3 tips you can use to turn margin erosion into margin generation.
July 21, 2016
When prospective buyers ask sales reps to justify ROI, it's typically NOT because of a lack of data or information about your products and services. Rather, it's because they haven't quite fully bought into your sales messaging or your messenger. Read on to learn what customers are really thinking when they ask for ROI justification, and what your reps can do differently.
June 23, 2016
You've probably heard the expression, "Content is king." And, it's likely your company has spent a lot of money creating content that supports successful selling. But even the world's greatest message or content will fail to persuade if your sales reps can't deliver it effectively. When it comes to sales performance, here's why content delivery is king.
April 28, 2016
Executive time is a scarce commodity. Why do meetings squander it? Because, too often, they fail to focus on the strategic issues that are most important to executives. They fail to drive progress on the decisions that need to be made in order to move your business forward. Here are 3 things you can do to change that and to insure your executives' time is well-spent.
November 12, 2015
What characteristic do we prize most in the people with whom we interact? Learn how our perception of this trait is influenced by communication skills.
October 15, 2015
Did you know that 58% of B2B sales processes end in "no decision" rather than "won" or "lost"? Is "idea voodoo" to blame? Find out why it's so darn hard to get buyers to make decisions these days and what you can do to overcome it.
September 17, 2015
If you think about it, your organization’s performance depends on its best ideas being turned into profitable innovations. Yet, 87% of executives believe major unexploited opportunities, ones that could make their companies market leaders, are overlooked. Why are so many companies struggling to innovate? (Hint: It's not a creativity problem!)
August 20, 2015
Innovation can be challenging, because organizations — and the people in them — are almost hard-wired to resist change. If you want your ideas to get adopted, here are three things you should know before presenting them.
May 28, 2015
Your company, like most, probably invests in sales training that helps team members become more consultative, insight-driven, assertive, and challenging in their approach. But, none of that training addresses a leading cause of pipeline mortality. This week, find out what could be causing your sales opportunities to die prematurely and what you can do about it.
May 14, 2015
I walked away from last month’s Association of Briefing Program Managers (ABPM) annual spring conference more convinced than ever that customer intimacy is the key to customer loyalty. Let me explain why, and also what you can do to build longer-lasting, more satisfying relationships with your customers.
April 09, 2015
Executives today are making or influencing more and more buying decisions (especially when it comes to technology). Is your sales team ready to engage executives in conversations about the business challenges that keep them up at night? This is where traditional sales training fails. Here’s how you can fix it.
February 26, 2015
I’ll be the first to admit that the proper use of acronyms can benefit listeners. First and foremost among the benefits is increased memorability. But, overusing acronyms unconsciously can be damaging and abusive to listeners. Here are 3 keys to using acronyms effectively in your communications. And, don't miss the fun and illuminating Mental Floss video on what many of our most-loved acronyms and initials really stand for.
November 20, 2014
When you present to senior executives, you expect scrutiny. You know they'll be evaluating whether what you have to say is of value to them. But, there's something else they're looking for from you.... And, it's further proof that when the stakes are high, both what you say AND how you say it can make all the difference.
August 21, 2014
Even though you yourself might not be an executive, you must come across in a manner that demonstrates you're confident, credible, and someone who understands the executive's world. Here's how to project executive presence when selling up.
June 05, 2014
Everyone has had to deal with questions that are difficult, asked in an angry voice, or just plain hostile. And, when you're caught off guard by such questions, it's easy to be thrown into a panicky state and not answer well, jeopardizing your credibility. Here's how to avoid losing your cool under pressure.
May 29, 2014
By asking better questions, your sales team can engage in stimulating and productive customer conversations. A recent book demonstrated how a lesson from the elementary classroom applies to Fortune 1000 sales executives.
May 22, 2014
While customer-driven dialogue should be the goal of every sales meeting, make no mistake: there are key “moments of presentation” during these conversations that can determine your success or failure. The best sales people know when they need to shift gears and jump into presentation mode, and they do it well because it's a skill they've practiced.
May 15, 2014
Search the internet for pipeline mortality and you’ll only get a handful of hits and not one of them will have anything to do with the sales process. But my colleague David Mears, Mandel’s Chief Sales Officer, loves to use this term. The meaning is fairly obvious – it describes the potential deals put into the sales pipeline that never close, either lost to competitors or inaction. And David believes that many sales leaders are willing to accept pipeline mortality rates that are needlessly high and costly.
March 20, 2014
Help your sales professionals master these six Moment of Truth Readiness Communication Skills needed to ensure that they're game-time ready and prepared for any interaction—virtual or face-to-face—with today’s buyers.
March 13, 2014
For an interaction with a customer to be productive, three things must happen: (1) Customers must understand what you’re saying. (2) Customers must see the value in what you’re offering to them. (3) Customers must trust you, the person in the room speaking directly to them. Ensuring these three things happen takes more effort than you might expect—but the payoff is worth it.
March 06, 2014
On any sales call, your goal is to get as much valuable information as you can from the client—information that can help you recommend a relevant solution or service, build trust, and close the sale more quickly. Here are 9 questions to help you gain the insight and info you need to build better relationships with clients and close deals faster.
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