What Does it Mean to Sell?

And What Matters Most? What You Sell or How You Sell Have you ever watched a professional team sport where the coach wasn’t right on the sidelines observing and coaching? A coach’s job isn’t to score points, runs or goals; it’s to improve the performance of players through observations, feedback, and coaching. The same applies to your sales team. Too many sales managers expect…

39 High-Payoff Activities – If You Do Well, You’ll Sell Well

In my experience, top salespeople, sales managers and sales leaders stay focused on what we call HPAs, or High-Payoff Activities. Once they’ve defined those HPAs, they fix an eagle eye on completing their HPAs daily or, at least, weekly. When you lead a team of salespeople, it’s smart business to use HPAs as guideposts to coach your team because you pay attention to what…

How the Right Channel Sales Strategy Grows Revenue

I often work with companies that take their products and services to market through distribution channels. This type of indirect selling brings with it some inherent challenges. And even though good benefits accrue to the company selling through channels, they do not offset the pitfalls. In one of my prior businesses, we served as channel partners for a number of major insurance companies; we…

How Must-Haves and Nice-To-Haves Make the Sale

Understanding a prospect’s key buying criteria is vital to holding a competitive advantage. To give buyers what they want, you must know what they want. As much as we would like prospects to tell us exactly what they want in clear, articulate terms, it’s not going to happen. Even though they’ve developed a vision for what the solution should look like, at the early…

Five Metrics You Must Track to Improve Sales

We've all heard the saying from Peter Drucker, “What gets measured gets done.” Edwards Deming, a contemporary of Peter Drucker, also said: “If you cannot measure it, you cannot improve it.” Regular measurement and reporting keep you focused because you use that information to make decisions to improve your results. Your most critical measurements are called Key Performance Indicators (KPIs). What KPIs do you measure? I was asked by a VP…

How Do You Generate Leads?

Looking for Love in all the Wrong Places? Finding the ideal prospect can feel a bit like looking for love. Where do you look? What strategy do you use? How do you sort through the reluctant ones to find the willing ones? As I thought about lead generation, I thought about how the young people in our firm go about dating, albeit, it was…

Two Simple Ways to Create Trigger Events Right Now

If you do, you will sell more. All sales transactions come down to three choices: Your prospect decides to buy what you offer; Your prospect decides to buy from a competitor; Your prospect decides to stay with status quo, which means a no decision. It’s all about the power of influence on the need to change. Human nature resists change. From fear of the…

Where’s Your Prospect in the Buy Cycle?

I just finished a new chapter on buyer personas for my next book, MERGE 2.0, for publication later this year. And I began thinking long and hard about how to find prospects on their buyer journey, and what trigger events move prospects into a buying mode. When you learn to use trigger events to your advantage, you can help prospects move through their buying…

DON’T LET RED FLAGS SABOTAGE YOUR SALE

Only weeks ago, a major supplier of information systems prepared to close a crucial sale to a large hospital network. Sam, the account salesperson, believed all that remained was contract signing and a celebration. Sam knew he had covered all of the concerns of hospital’s top management; he’d been meeting with the group for months. The head of IT, central to implementation; the head…

Three Ways to Unseat the Incumbent

A major prospect on your target list sent you an RFP (request for proposal) this morning. It is a sterling opportunity; one you’ve been tracking for years. Your enthusiasm is tempered somewhat. After all, this is an impersonal RFP. You’re not the only one on the list; a strong incumbent seems glued in place. Your wheels begin to spin, and many questions pop into your…

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