Increasing your competitive edge
What can you be doing as the coach and leader of your team to help them build stronger tools and processes like defining the steps of a sales call, clarifying your new business selling process or your plans to grow existing customers over the next year?
2nd of 3 ideas to strengthen your sales team – Build stronger sales tools MORE »
How much time are you going to spend in 2024 riding with your reps and coaching to improve their selling process skills and messaging?
1st of 3 ideas to strengthen your sales team – Strengthen your coaching skills MORE »
What can you, as a sales leader, do to help your team better understand how to persuasively handle objections…and to see the positives in their buyers’ complaints and concerns?
Being effective in selling today requires us to sell to the full range of buyers available to us. How flexible are your reps at selling to someone who is not like them?
How effective are your reps at selling to different people differently? MORE »
How tactically strong are the members of your sales team? The challenge is most sales people are weak tactically. You can test this with your team.
How many best practices are your sales reps following? MORE »
How proactive is your team’s support of these buyers? How are you monitoring your buyer’s inventory levels? How are you reminding them when it’s time to reorder? And, if you sell equipment, how are you maintaining their equipment maintenance and service levels?
How many demands do you put on your customers to do business with you? MORE »
How much value are you and your team getting from your lost sales? What are the current processes you have in place to debrief, learn and adjust your selling processes based on what you learn from each loss?
Are you getting any value from your team’s lost sales? MORE »
Are your sales reps successfully selling against their low-priced competitors by selling to the “FUD Factor?” The “FUD Factor” is an old selling concept that stands for FEAR, UNCERTAINTY, and DOUBT. How is your team selling against a lower-priced competitor who likely has less quality, lower service, but a much cheaper price?
Are your sales reps effectively selling to the “FUD Factor?” MORE »
Is your sales team taking full advantage of their competitive selling opportunities by asking your satisfied customers for testimonials?
Are your reps consistently asking for testimonials from your customers? MORE »
Wondering how you can define your market focus, selling philosophy and brand to give you the differentiation and uniqueness that can redefine your position in the market…and significantly increase your profitability and success?
Are your Blue Ocean strategies increasing your competitive uniqueness? MORE »
