What to Do When Your Biggest Competitor is Prospect Indifference?

What to Do When Your Biggest Competitor is Prospect Indifference?

You have done your homework and prepared well for your first meeting with a prospect. After finding out the prospect’s challenges, you begin to talk about one of your solutions to overcome his challenges. You mention that in the future this solution could be integrated into other departments that can take advantage of the functionality. To your surprise, he says “so what”? In the…

BOOST REVENUES BY 13 to 25%: Bring Science to the Art of Selling

We all recognize that it’s becoming more difficult to grow your business in this complex business environment. So, any incremental improvement is welcomed. One way to boost revenues is to improve your sales process and close more opportunities already in your pipeline. I have had discussions with many organizations who are interested in improving sales performance; they contact me to discuss sales training. The…

Up the Down Staircase: How to Dance With Multiple Buyers in a Complex Sale

You’d rather call on a prospect you’re comfortable with than one you’re not, right? If you’re selling training programs, you call on the vice president of sales or the director of training because you speak the same language. If you’re selling computer systems, you’ll be more comfortable with the head of IT. They each see the need for your solution clearly. However, conventional wisdom…

Five Strategies to Break Through Barriers When Selling to Procurement

I often hear from my clients the challenges they face with procurement departments in the prospect buying process. Companies these days are setting up a buying process for everything they do. And it’s no surprise. As an advocate of the goal to simplify complex sales, I’ve spent a lot of time decoding the complexities of procurement. Procurement departments are more powerful, more sophisticated, and…

The Perils of Selling Too Fast

Don’t Make These Foolish Mistakes I’m often asked to ride along with client company sales reps to observe the sales process and determine how to improve the rep’s closing ratio. It’s a pretty enlightening exercise. One such story involved a large retirement advisory firm which sells investment advice, fiduciary services, nonqualified plan services, and client administration.  I’d like to share it as a teachable moment.…

Shine the Light on Your B2B Blind Spot — Mapping Your Prospect Buying Process

I often use the statistic from the Corporate Executive Board that B2B prospects are 57 percent through the buying process before they ever contact a potential service provider. Some of the 1,900 respondents report being as much as 70 percent complete with the decision-making process before reaching out to a vendor. I use this data because it points to extraordinary new sales opportunities for…

Learn to Love the 57% Zone — Where Your Prospect is Your Biggest Competitor

As a sales leader, did you ever imagine that your own prospect would compete with you? The digital age has made it possible. We see more and more prospects buying differently today, and more marketing teams working hard alongside sales to come to terms with the change in the prospect buying process. The 57% Zone Prospects and buyers do not contact a sales organization…

Will You Meet Your 2015 Sales Numbers?

FOUR Ways to Reach Sales Effectiveness The pressure to meet sales goals, especially with B2B complex sales, has never been more difficult. Faced with more informed buyers, more decision makers and stronger competition, sales leaders need to clarify which competencies will lead to world-class results, and then focus resources on the tools and best practices to pave the way. Given the limitless ability of…

Free E-book: Convert More Sales with One Simple Strategy—Time Your Content Distribution to the Movement of Prospects Through the Sales Funnel

This is The One Piece of Advice You Need to Make Your Content Carry it Weight in Leads The world of content marketing can be a confusing place. And everyone has an opinion on what’s right. One area you won’t hear a lot about is how to match-up your content to where the buyer is in his buying cycle. Is he or she just…

World-Class Sales Teams Know Why Customers Buy: Do You?

Most successful sales people are adept at professional selling; they know their products and services quite well. They’ve also accumulated a lot of experience identifying prospect situations where there’s a good fit. The process isn’t easy. Smart salespeople spend considerable time at the whiteboard planning for the ideal fit between offer and solution. Unfortunately, in the complex world of B2B sales, going from the…

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