Category Archives: Selling Best Practices

Quick Tip: Start the Value Discussion Early in the Sales Process

Research shows that best-in-class companies – top-performing firms in terms of quota attainment, average growth, and deal size – consistently implement value-based selling practices at a far higher rate than average. Although the economy is improving, B2B buyers have become conditioned to be more austere. Plus, the buying process has gotten increasingly complex with more […]

Is The Challenger Really a New Phenomenon?

The premise of?The Challenger Sale?is that star salespeople engage customers around their business issues and offer fresh ideas for improving financial performance. The Challenger rep stands above all the rest. They crush their competition and their quota. They teach for differentiation, tailor the message, and take control of the conversation. The Corporate Executive Board (CEB) […]

Is Selling Change Management or is Change Management Selling?

Change management is the application of a structured process and tools to enable individuals or groups to transition from a current state to a future state, such that a desired outcome is achieved. This definition from Prosci, the leading researcher in the field of Change Management, captures the essence of this important discipline. Typically, change […]

Best Sales Coaching Advice Ever: Seek First to Understand, Then to be Understood

Easier said than done. Full disclosure: I was about to post this article but before I did, I re-read it one more time. And after I did I couldn’t help but think that I should follow my own advice. I recently had an encounter with a prospect where I did none of the things I’m […]

Deal Knowledge is Power

Someone recently posted a question to the ?Sales Best Practices? group on LinkedIn asking, ?What is the best way to motivate my salespeople to complete call reports??. It generated a couple of dozen comments ranging from ?that?s part of their job? to ?that?s not what they get paid to do?. It was one of the […]

Process Matters More Than Ever

I had the good fortune to have started my sales management career at Xerox. Xerox was at the forefront of the Total Quality Management (TQM) movement, which was a precursor to Six Sigma. The company introduced the TQM-based management framework “Leadership through Quality” to be used as the basic guideline for all managerial decisions and […]

Is it What You Sell, or How You Sell It?

From Mike Griego?s SalesNote blog The Corporate Executive Board?s Marketing Executive Council surveyed over 5000 individuals to determine what customers are looking for in a business-to-business supplier. Interesting data comes out about the drivers of customer loyalty: 19% ? Company and brand impact 19% ? Product and service delivery 9% ? Value-price ratio 53% ? […]

Why & How to ?Clone? Your Top Performers

Who is your best rep? Wouldn?t you like to clone him or her? If there was ever a time when you needed to clone the behavior of your top salespeople, it?s now. Firstly, your best reps account for the bulk of your business. Studies show that the top 20% of a sales organization generates upward […]

How To Organize Your Sales Tools For Optimum Use

The best tools (and training) are those that help salespeople more effectively and consistently apply their sales organization’s best practices at each stage of their sales process. We categorize these into tools the reps use before/during/after the call at each stage of the sales process to help them increase the probability of successfully completing a […]

B2B Sales Enablement Trends to Watch in 2012

Here are four important B2B sales enablement trends that we think will gain traction in 2012. 1. Content marketing will take on more significance as a means of engaging prospects, supporting them through their buying process, and differentiating sales organizations to help them win more often. Buyers want to make well-informed purchase decisions. Vendors that […]