When Keeping Score Makes All the Difference Between a Win or Loss

When Keeping Score Makes All the Difference Between a Win or Loss

Have you ever pursued an opportunity you wish you hadn’t?  One that kept you up at night, stressed at work, and questioning your abilities as a sales professional? I’ve learned to use the power of “winning fast or losing fast.” That is, I know quickly, before I waste time and resources, whether to pursue or not pursue. I do it by using a funnel…

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…

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,…

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…

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…

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…

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…

How to Win “Finalist” in an RFP Race

Business dreads the request for proposal, popularly called an RFP. However, in certain industries and for certain products, RFPs are the only ticket into the sales arena. Like many of you, I fall victim to the roulette odds of winning these golden opportunities for our company. With so many corporate consolidations, companies now pursue greater efficiency and standardization, so they run their purchases through…

The One Missing Link In Your Go-To-Market Strategy

In Internet time, five years is a lifetime. So much has happened since I first released MERGE in 2011. In chapter seven, Marketing Communications Promoting Your Firm’s Value, I discussed a go-to-market strategy for building your brand. Nowadays, buyers hold near-exclusive power because of the Internet. Research cites that 74 percent of buyers conduct more than half of their research online before ever talking to a sales…

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