I've heard from a lot of people and from some of those that I coach is that this fear that if they do this buyer first approach and their buyer is wrong about how they're seeing their problem or categorizing the solution:
So it's interesting that many people talk about: “it's either, or”. As if life was black and white and that we make decisions based completely on one or the other.
One of the things that I love about my work is that I get to work with every level of the sales organization- from the frontline BDR to the president of the company. And not only sales organizations, but also self-employed and small business owners...
I was sitting here in my kitchen thinking about what is my afternoon snack going to be and what my coaching takeaway of the day going to be?
This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.
I think I am in shock. I don’t even know where to start. There is no good way to say this, so let me just say it. 86% of sellers today are bad at consultative selling and the only thing we are worse at is closing.
Whether you are a sales person in a company or a founder of a small company- you have a sales process already. Whether it is effective, scalable, and most importantly- designed around your ideal customer’s buying process is a whole other story.
On a previous #livesaleslab we talked about sales strategies, specifically sales prospecting strategies. A new participant in the weekly open sales call came in saying, “I really need to stuff the pipe a lot this month.”
Hopefully no one else on...
The title is a question a new client asked last week. It was such a great question, we decided to explore it further in this week’s #livesaleslab. Here is what he is learning:
In case you didn’t know- I have not been one of those ‘lifelong’ salespeople. I disliked sales so much, that when I settled on what I wanted to learn in college, it was marketing because I wanted to learn how to use marketing to make salespeople...
