Carve a Competitive Edge by How You Sell

Carve a Competitive Edge by How You Sell

CSO Insights, now an MHI Global Research company, recently released the results of a Sales Performance Optimization (SPO) survey of more than 1,000 companies worldwide to assess the challenges facing their sales teams. CSO sought to understand why those challenges exist and, more importantly, what actions are needed to overcome those challenges. As part of the study, CSO also asked participating sales executives to…

CRM Systems Close Deals and Make Money: How to Turn Your Skeptical Sales Team into True Believers

The mere mention of Customer Relationship Management (CRM) generates groans and rolling eyes from salespeople. It’s understandable. But it doesn’t have to be that way. In many organizations, the sales team’s reactions are somewhat justified because of the host of CRM challenges that arise at adoption. Instead of a freeway to information, it’s more like a blockade. This outcome prevents full buy-in by the…

Don’t Blow Your Initial Prospect Meeting—5 Smart Actions to Take

Recently I asked a group of top-performing sales people how they prepare for an effective prospect meeting. The group listed some good techniques, but few identified the number one must-do:  Carving out a valid business reason for the prospect to see them in the first place. The culprit?  No meeting plan. 1. Anchor with Valid Business Reason Your meeting plan begins with a strong opening…

Inboxes Swelling to 140 Emails a Day—How on Earth Can You Stand Out?

Your email inbox is a war zone. Every day 120 emails assault the space, one every four minutes, with the hope that you read through, click through and act on the message. Harris Interactive claims we can only handle 50 a day. Yet the number keeps rising, up to 140 day by 2018, cites Radicati Group’s Email Statistics Report. You’re only weapon against the…

Why You Need to Move Beyond the Traditional Value Proposition

When you work to connect your products and services to your prospect’s needs, you need more than the traditional value proposition. You need an integrated collection of targeted messages that are informative, interesting and compel a sale. This collection of  messages allow your sales people to customize each message to every stage of the prospect’s decision making process paving the way for him or…

Create Demand with the
Number One Way Prospects
Want to Find You

If you’re like me, you get cold called all the time. Think back to the last time someone called you cold. Did you enjoy the experience? Did you have an engaging discussion with the individual who called? More important, did you buy something? How about the mail?  Have you recently received unsolicited pieces of direct mail? What about e-mails? Did you open them up?…

Three New Sales Trends Reshaping World-Class
Sales Performance

How You Can Join the Elite Performers In this blog, I want to briefly highlight The 2015 MHI Global Sales Best Practices Study which focuses on the “continuous shifting of buyer behaviors and how world-class sales professionals adapt.” I encourage you to download this study and review it carefully as it is destined to change your thinking about your approach to B2B complex sales.…

How Not to Lose a Prospect to the Devil’s Triangle

Ever been engaged with a great prospect and, in the course of contact, he disappears for no good reason?  I call this the Bermuda Triangle stage of the sales process—a reference to a region (also known as the Devil’s Triangle) in the Atlantic Ocean, also known as the Devil’s Triangle, where aircraft and ships mysteriously disappear. Urban legend has it that it’s due to…

The New Approach to Business Development: Two Failsafe Ways to Open Doors under Favorable Conditions

Early in my career, one of my mentors, Bob Fine, told me “the secret to this business is meeting people under favorable conditions.” He was speaking of financial services, but this is so true for all businesses. Whether you’re selling financial services, professional services, healthcare, or technology products, one of the most difficult things today is to meet with prospects under favorable conditions. Over…

Complex Sales Require You to Shape How Your Prospect Sees His Solution

At its core, selling matches your product or service to your buyer’s needs. When a smart salesperson collaborates with a buyer to help shape the buyer’s vision of a solution, the buyer will be drawn to buy from that salesperson. Sounds simple enough? It’s not. In fact, it is the most difficult aspect of the sales process. Prospects buy outcomes, results, solutions. And for…

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