Check Yourself: Why Do You “Lose” Sales?

Do you regularly ask yourself this question? I do in many workshops and client conversations. Watch and listen to various responses in a recent workshop. Make a note that participants were leading salespeople from multimillion dollar financial services firms. They claimed: Missing information. No sense of urgency by prospect. Prospect doesn’t see your solution as the answer. Gatekeepers block opportunity. Process becomes too complex.…

Find the Real Need

Are you a reader?  In my free time, I deep dive into the latest sales and marketing books and research studies. Call me crazy. But enjoy discovering different viewpoints of people working to master B2B complex sales. Everyone’s challenge seems to remain the same today: To understand how prospects make buying decisions and how to align our solution to their needs. Ample data and…

“What Job Did You Hire the Product To Do?”

The Why Behind Your Prospect’s Want Of the 30,000 new consumer products launched each year, 95 percent fail. Clay Christensen, the influential business thinker and renown Harvard Business School professor, tells us why the majority of products hit the dust bin: “The problem often is that their creators are using an ineffective market segmentation.” In his best-selling book, Competing Against Luck, he says, “It…

Use Social Selling to Reach Decision Makers

  Do you spend too much time and energy trying to reach key decision makers? Do you ever wish you could find the right person to make an introduction to that decision maker? Then, it’s time you investigate the solution of social selling. CSO Insights analyzed the relevance of social media to salespeople’s ability to identify decision makers and create new opportunities. Data captured…

Time to Transform Your Sales Training?

Is your sales training as effective as it could be? How do you know? Most sales organizations today organize around territories. Sales reps work from their homes and travel to their territories. Sales leaders conduct weekly sales conference calls with their teams, deliver status reports, and share results. Some sales teams gather several times a year or at the annual sales meeting for ongoing…

To Fix, or Not Fix, That is the Question

Why Every Sale Hides a Moment of Truth “Every day, we face thousands of decisions both major and minor — from whether to eat that decadent chocolate cupcake to when to pursue a new romantic relationship or to change careers. How does the brain decide? A new study suggests that it relies on two separate networks to do so: one that determines the overall value—the risk…

Four Reasons Why Companies Waste 90% of Sales Training Dollars

Companies spent more than $70 billion in training in 2015, a 14 percent increase from the previous year’s study. Of that, $3.4 to $4.6 billion is spent on sales training providers.1 However, 85 to 90 percent of those training dollars fail to impact after the first 120 days 2  ending up with billions of dollars in training waste with short-lived benefits. As a profession,…

Why Don’t Buyers Respond to Your Emails?

Ever wonder why 78 percent of emails are never opened? As I sit here working at my computer, I am amazed at how many terrible prospecting emails pop up on my screen, pitching me products and services that show no understanding of who I am and what I do. Because I am a lifelong student of marketing and sales strategies, I take more time…

Up Your Game in 2017

With 2016 behind us, it is time for sales organizations look back to see what worked, what didn’t, and what needs improvement. If 2016 was anything like 2015, chances are a whopping 45.4 percent of salespeople missed quota. In the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6 percent of sales professionals produced enough revenue to meet quota. This deficiency raises…

Are You a Problem Finder or Problem Solver?

Why it Matters. When I began selling years ago, my colleagues and I held a major advantage over our prospects. We owned the control over product and solution information our prospects needed to solve their business issues.  Today, they own it. Nowadays, prospects are well informed and emboldened by armloads of information. The Corporate Executive Board (CEB) claim (corroborated by many research firms) that…

Copyright PleinAire Strategies, All Rights Reserved