Learn to Cross the Chasm for More Sales

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…

Five Ways to Beat the Summer Sales Slump

Have you already begun to hear that familiar refrain, “Talk to me after Labor Day.” Welcome to the early signs of the Summer Sales Slump. It’s exasperating. And it happens all throughout the year: “Talk to me after tax time.”  “Talk to me after the holidays.” For many businesses, summer signals a painful slowdown in sales. For prospects, vacations kick in. And people check…

The Four Cornerstones of Revenue Growth

What You Can Do Now to Lay a Solid Foundation You’ve heard it before.  Nothing happens until something sells. And unless we sell something, we don’t book revenue. Without revenue, there’s no business.   In today’s post, I want to talk about how we build the foundation for revenue growth. And how we install the steel columns and structural beams to sustain it over…

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.…

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,…

4 Reasons Your Real Competitor is the Status Quo

Today’s salesperson overthinks his competition. Instead of concentrating on the needs of the prospect, many salespeople obsess about the competition, forgetting the real value he or she brings to the prospect. When I speak at conferences or engage with clients I always ask, “Who’s your competition?” They automatically rattle off company names or products. But that’s not the competition. Status quo is their true competition.…

Use SPIN Questions to Lead Prospects to Solutions

One of my all-time favorite books is Neil Rackham’s timelessly refreshing SPIN® Selling. By using questions laid out in SPIN Selling, I fueled my selling career with high-octane. And I want to do that for you, too. SPIN Selling is one of the Miller Heiman Group’s massively successful solutions, and PleinAire Strategies affiliates with the Miller Heiman Group. We can bring you the experiential…

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