- 5 Sales Coaching Myths We Can All Safely Ignore
Sales coaching—working one-on-one or in small groups with firms and individuals in a highly focused manner to help them increase effectiveness, revenues, and sales—is a large part of what I do on a day-to-day basis.
Done right, it’s one of the most powerful, impactful ways to increase revenue and boost individual or group performance.
I love the work. It allows me to make a real difference, work with driven, motivated professionals, and see them grow and expand their abilities in the process. I also love it because it is one of the most direct ways in which I can demonstrate the full impact of what I do to a new (or existing) client.
Clients are often surprised by the effect of sales coaching, both in terms of “hard numbers,” as well as the changes they see in the people being coached...[click to continue...]
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- Sales Planning Tool for Maximizing Account Growth
Effectiveness of process to evaluate additional
areas of value we can bring to strategic accounts.
In our Benchmark Report on High Performance in Strategic Account Management research study, we learned that high performers—those companies that had much greater revenue and profit growth in their strategic accounts than the rest—were 2.8 times more likely to have an effective process for planning ways to add value to accounts.
If you want to increase revenue in your accounts, the first thing you need to do is—you guessed it!—make it a standard, formal part of your process. Once you get the right members of the team together, you can explore ways to have the greatest impact on your client through additional product and service offerings.
But simply having these meetings isn't enough. Four common problems crop up, all of which can be aided with the help of the right sales planning tool...[click to continue...]
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- Reduce Risk for Your Buyers
In our What Sales Winners Do Differently research, we learned that reducing risk has shot up in importance as a criteria for buying today.
Now, for every 100 times you as a seller find advice to sell the return on investment case, you might find just one piece of advice focused on minimizing the perception of risk for the buyer.
This is interesting because it was just 40 years ago that marketers and sellers didn’t focus much on results and impact. The transition away from features and benefits had just begun But fast forward to today and every company’s marketing and sales messages promise some kind of results, often wild results, as their first foot forward.
Yet while everyone’s promising results, buyers regularly report disappointment...[click to continue...]
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- Ten Commandments for Shortening Your Sales Cycle, Pt. 2
In my last article about shortening your sales cycle, I revealed the first five tips for getting to the close faster. I covered:
I. Thou Shalt Present a Crisp, Clear Value Proposition
II. Thou Shalt Talk to the Right Person
III. Thou Shalt Uncover the Prospect’s Aspirations and Afflictions
IV. Thou Shalt Engender Trust and Confidence in Your Company
V. Thou Shalt Deal With Objections Early On
In this article, I’ll finish the list of commandments with the next five ways to shorten your sales cycle...[click to continue...]
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- Ten Commandments for Shortening Your Sales Cycle, Pt. 1
It usually takes a long time to find a shorter way. - Anonymous
I spend a good percentage of my time selling. I also spend a lot of time coaching and training sales teams. One question that comes up time after time is, "How do I shorten the sales cycle?"
My quick response is usually, "Have more in each stage of your pipeline at all times, so the sales cycle just seems shorter."
Of course, that rarely makes anyone feel better. So based on RAIN Group’s research and experience, here are Ten Commandments that will help make your sales process move more quickly...[click to continue...]
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