Three Ways Your Salespeople Blow New Opportunities

Three Ways Your Salespeople Blow New Opportunities

Okay, while I may not suggest you shoot yourself out of a cannon to grab the attention of a prospect, I do want you to dust off your thinking about how to open new sales opportunities. At a recent private equity firm conference where I spoke, a partner in attendance asked me: “How do you respond to a prospect who flat out tells you…

How to Stimulate Sales with the “Anchoring Effect”

I happened to drive past a car dealership this past weekend and decided to browse new cars on the lot. Remember the old days of buying a car─how painful it could be to find information beyond the sticker on the window. Invariably, we had to deal with a “pushy” salesperson to answer our questions. With the internet, this experience has changed dramatically by putting…

Learn to Cross the Chasm for More Sales

A fact of selling today: Sales organizations experience longer sales cycles with more opportunities dissolving into a no-decision. Sales leaders ask me all the time what to do. Because I’m in business to help companies grow revenue, I’m preoccupied with solving this problem. In my experience, the breakdown happens in the defining moment of what I call “fix or not fix.” During the buying…

Sales Team Win Rates At All-Time Low

What's Wrong? One of the findings in the CSO Insights’ Sales Performance Optimization Study, reveals that the win rates for deals have reached an all-time low.    Does this surprise you?   Is this because customers are buying differently?   Is it a result of more competition in your industry?   Are your salespeople less effective?   Is it because of the economy?   Has…

Why on Earth Do Companies Overwhelm and Underdevelop Their Sales Managers?

Does your company? In our modern sales environment, sales managers and their teams encounter more informed buyers with access to more sophisticated information. More buying influences rule the buy cycle (up to 5.8 per deal in complex B2B). And buyers expect more outright value creation in each deal. On top of this, the ability of salespeople to make quota─a key sales manager metric─ is…

Discover the 5 Skills Buyers Want From Salespeople

Do You Deliver? At a recent YPO (Young Presidents’ Organization) sales conference, I asked presidents and chief executive officers, “What is the number one reason salespeople miss quota?”   They answered:  “Not enough leads” “No formal sales process” “Don’t have the right product” “Reps lack sales skills” These reasons could be a cause, but not the number one cause. Researchers at SiriusDecisions prove my point.…

7 Ways to Find Your Missing-in-Action Prospect

Your Secret Weapon? Persistent Follow-up You land a solid meeting with an ideal prospect for your product. It goes well. You’re sure he’s ready to close. Then, nothing happens. No response to your emails. Your phone calls go unanswered. What’s wrong?   Did you completely misread this prospect?   We’ve all gone through this situation.  Here’s the deal. Time-starved prospects are too busy to make…

Ready to Hire Sales Winners?

Apply a Drop of Science Okay. We understand. You’re downright tired of new sales hires’ failure to launch. You trained, coached, motivated. Nothing worked. But did you hire the right person in the first place? CSO Insights’ studies show the average sales team’s annual turnover hits around 25 percent with half quitting and half fired. Out of 100 salespeople, 25 are lost every year.…

5 Ways to Sell Higher to Executive Buyers

I am sure, like me, you’ve taken a cross-country flight when all of a sudden the flight gets a whole lot bumpier. And everyone’s stomach rises to their throat. To smooth out the turbulence, the pilot takes the aircraft to a higher altitude. In sales, too, you can smooth out turbulence by “selling higher” in the prospect organization. Here, there are fewer gatekeepers, cautious…

“What Makes Your Company Worth My Attention?”

What do your salespeople communicate on sales calls? Imagine the woman above runs a $50 million biotech firm. She has given you 15 minutes of her limited time. You landed the appointment through her admin. Five minutes into the meeting, she’s already wondering what’s in it for her and when you’ll get to the point. Only 10 percent of executives, surveyed by Sirius Decisions,…

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