I work with a variety of Birmingham, Atlanta, and Chicago organizations in various fields, from healthcare to restaurant equipment. Over the years, I’ve seen many companies achieve sales growth that far exceeded their goals after investing in training. – One healthcare client achieved a 33% increase in referrals, the life-blood of their business, in just …
From time to time, I work with sales teams or leaders who have begun to implement Customer Aligned Selling™ in their organization, but who are struggling with getting the results they want to achieve. Many times, the problem is that they have not completely adjusted their mindset and approach to sales calls. They are still …
Many sales leaders think price is paramount to buyers because their sales reps regularly tell them that deals were lost because the price was too high. But this is usually just an excuse the buyer gives. Price is rarely the primary factor in the buying decision. According to Howard Stevens, author of Achieve Sales Excellence, …
In my last post, I talked about why conventional sales strategies that were considered “tried and true” two decades ago are no longer working in today’s environment; they’re more about the seller than the buyer. Unfortunately, many sales reps still cling to the old ways, despite the fact they are losing business to sales reps …
The sales meeting summary is one of the most important components of a successful sales process. Beyond serving as your meeting notes in your CRM, a good sales meeting summary can help your sales reps close deals in several ways. It establishes trust when they tell a customer they will send a meeting summary within …
Winning teams are always looking for ways to improve. For sales organizations, that means investing in sales training and sales coaching programs. Many such companies who have made the switch to training in Customer Aligned Selling and have seen improvements in their results; though some haven’t seen as dramatic an increase in sales as they …
Everyone knows we live in a post-trust era. The days when people trusted others until they gave them a reason not to are gone. These days, trust has to be earned. But trust is what advances the sales opportunity. So how does today’s sales rep build the trust needed to succeed with customers? Value = …
Renowned sales expert Neil Rackham wrote what many still consider to be the definitive guide to sales, SPIN Selling. First published in 1988, this book was the “sales bible” for two decades. But the author now acknowledges that the original edition of the book is out of date. Many of the techniques it taught no …
If the rear wheel of your customer’s bike is the driving force, or the business reasons, behind why your customer buys (as we discussed in Part 1), then the front wheel is the one that determines the direction in which he will go – whether he buys from you or from someone else. Here, personal …
Between 2010 and 2013, the greatest emphasis of sales force change was in the area of compensation and quota setting. That’s according to Mark Donnolo, founder of The SalesGlobe, a sales consulting group in Atlanta. During those two years, in over 100 large companies that participated in his research, almost every vice president of …
