Today’s video talks about the “Challenger Sale” and how, when you challenge your buyers by bringing new ideas and solutions so you can sell even more!
Are your reps still using the lessons of ‘The Challenger Sale?’ MORE »
What can you do, as the leader of your sales team, to discuss with your reps the difference between solving symptoms and solving actual problems?
Today’s video talks about this challenge of only solving symptoms and missing the real customer problems. When you can sell to your buyer’s problems, and not just their symptoms, you’ll sell even more!
Are your reps just chasing buyer symptoms…or are they getting to the real problems? MORE »
Where are your sales reps positioned in the eyes of your customers? Too many salespeople are not functioning as trusted advisers in their customers eyes but are just seen as order takers and fulfillers of what their customers need. This is a key differentiator in selling today between the successful reps selling as trusted advisors and those struggling as order takers and reactive responders.
How to motivate unmotivated sales reps MORE »
How many of your reps go to their customers asking the same questions of “Anything you need?” “Anything coming up?” “Anything I can help with?” And “How’s the family?”
Time to get more proactive with your selling efforts? MORE »
It’s tough finding exactly what you want in a new salesperson. A great way to achieve better hiring decisions is to ask better questions. Considering including these four sets of questions to ask sales candidates.
Are your interviewing skills helping you select the best candidates for your sales team? MORE »
Could any of your reps benefit from help improving their efficiency and effectiveness?
Are your reps getting the best return on their time investments? MORE »
Are you leading your sales team…or just acting as the head doer?
Are you spending so much time closing deals that you have no time left to coach and lead? MORE »
Do you know the three multiple-step tactical tools sales reps need to master for long-term success in selling?
Three critical selling processes to master MORE »
Plant tours are critical selling tools for any business and is a positive way to communicate (and demonstrate) your uniqueness and value. Think a tour recording could increase your team’s selling effectiveness?
Virtual plant tours – Can they help increase your competitive edge? MORE »
What are you doing to follow up with customers leaving to do more in-depth research asking “What could we have done better?” “How could we have been more competitive doing more to satisfy what you are wanting?”
Are you following up on recently cancelled business? MORE »
