Bringing Insight to B2B Sales: Sell Like the Winners Do
By Mike Schultz

sales team training

We've written a lot about our What Sales Winners Do Differently research, in which we studied more than 700 B2B sales purchases by buyers representing $3.1 billion in annual purchasing power. We've shared with you how sales winners don't only sell differently, they sell radically differently from second-place finishers.

Sellers who win have distinct patterns for how they sell. There's a specific combination of behaviors and outcomes they achieve that second-place finishers don't. (See the Top 10 Factors Separating Sales Winners from the Rest.)

We've categorized and labeled these factors in the Three Levels of RAIN SellingSM: Connect, convince, and collaborate: Here is what winners of B2B sales do both more often, and better than, second-place finishers.

[click to continue...]
0 Comments Topics:
Sales Team Training that Produces Real Results
By John Doerr

sales team training

Your sales team isn't hitting quota.

You have aggressive growth goals but keep falling short.

You want more of your sales team to transition from average to top performers.

So you invest in sales team training, with the expectation that it will give them the boost they need to not only hit their goals, but exceed them.

Then, when it comes to measuring results a few months after training, you find that besides a slight bump, results are largely the same as before.

The list of reasons why training goes wrong is long.

[click to continue...]
0 Comments Topics:
8 Sales Email Secrets
By Bob Croston

sales negotiation

Email prospecting is a hot topic these days—and it should be because it works. Or at least, it works when it's done right.

Before you type up your next sales email, make sure you attend to these secrets to success.

Read more for 8 sales email secrets.

 

[click to continue...]
0 Comments Topics:
6 Strategies Buyers Use to Negotiate Price
By Mike Schultz

sales negotiation

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

When buyers take this kind of positional and win-lose approach, their goal is generally to gain the most for themselves at the expense of the seller. For example, savvy buyers know that many sellers will be especially vulnerable to manipulation just when a contract is about to be signed. It's tempting at this point for the seller to give the buyer what they want and lower the price instead of digging deeper to uncover if their concerns are valid, or a bluff.

Here are 6 common tactics buyers might use to gain a positional advantage, and ideas for how to respond.

 

[click to continue...]
0 Comments Topics:
Core Competencies of Successful Sellers
By Mike Schultz

Click to learn the key areas of sales excellence.

Selling works when an organization, and its sellers, excel in certain key areas. The Sales Competency WheelSM is a graphical depiction of these areas. Not every seller must do everything in the Wheel (e.g., not every seller must fill their own pipelines or drive account growth), but every sales organization needs to make sure the right people are good in the right areas to unleash maximum sales potential.

[click to continue...]
0 Comments Topics: