Connect2Sell

JULY 15, 2020

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Sales 293

Sales 293

Partners in Excellence

MARCH 13, 2019

I’ve been having an email conversation with a colleague about, “Why are sales people so product focused in their sales outreach?” Why do we still see so many sales strategies dominated by, “It’s really about me, my product, and achieving my goals?”

Face-to-face 93

Face-to-face Territories Forecasting Conversion 93

MTD Sales Training

APRIL 25, 2018

Episode 13 – Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn. Why you shouldn’t talk about your products. The post Habits Of Ineffective Salespeople, Don’t Talk About Your Products & A Quote From Jim Rohn appeared first on MTD Sales Training.

Training 120

Training Buyer Selling Skills Sales 120

The Sales Hunter

APRIL 9, 2013

Too many times salespeople wind up selling their competitor’s products or services without even realizing they’re doing it. In many cases, they compare it to a similar product or service they might be considering. Big mistake! In most cases, that will mean it’s somebody else who will get the order. Congratulations!

Competition 202

Competition Benefit Motivation Objections 202

SBI Growth

AUGUST 7, 2018

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because.

Marketing 191

Marketing Sales Strategy 191

Close

APRIL 16, 2024

Discover the true cost task switching has on your sales process, and learn new ways to improve productivity. Task switching isn’t good for your brain—or performance.

Sales Process 52

Sales Process Sales Operations Sales 52

Product Management University

NOVEMBER 12, 2018

Product management responsibilities look completely different if you view them through the lens of the customer. For solution providers though, products are the basis for all things revenue and that can cloud the true objective of a product management function and how it operates. Then and only then are products relevant.

Scale 40

Scale Segment Insurance Insurance 40

The Sales Hunter

AUGUST 14, 2012

Do your customers really care about what it is you sell? If this is the case, then why do you spend the limited amount of time you have with your customer talking about things your customer really isn’t interested in? This does not mean you don’t talk at all about what you sell.

Maximizer 241

Maximizer Motivation Customer B2B 241

Partners in Excellence

JUNE 28, 2018

The only constraint is that you can’t talk about your product. I suppose you could talk about the weather, exchange chit chat about the World Cup, perhaps the latest baseball games or cricket matches. What could you possible talk about that would be a good use of the customer’s time?

Meeting 71

Meeting Follow-up Course Conversion 71

Partners in Excellence

AUGUST 14, 2017

These sales people are eager to educate the customer about their products–and customers are at the point in their buying cycles where they want to be educated. The conversations are all focusing on what the product does. That is, the focus is on product capabilities, features, functions.

Margin 53

Margin Buying Cycle Education Motivation 53

A Sales Guy

JANUARY 12, 2012

without almost ever having to talk about. their product. When we are talking about our product, we’re NOT talking about the customers business. There is one exception, I’ll get to that in a minute) When we’re talking about our product we’re focused on our need and not our customers.

Motivation 105

Motivation Conversion Prospecting Customer 105

A Sales Guy

SEPTEMBER 3, 2013

Product demos and trials seem to be the thing these days, especially in the world of SaaS (Software as a Service). Everyone wants to get there hands on the product before they buy. Customers want to see, touch and feel the product now. They are rushing to the demo as way to sell the product and this is a big mistake.

Construction 119

Construction Energy Sales Cycle Benefit 119

Partners in Excellence

MARCH 25, 2014

I keep hearing common themes (and I’m guilty about contributing to many of these themes.) ” 10, 20, 30 years ago, much of the real value of the sales person was in educating customers about products/services/solutions. At the same time, product life cycles are becoming shorter and shorter.

Education 97

Education Hotels Margin Social Media 97

SBI Growth

FEBRUARY 23, 2024

As business leaders, we get excited when we think about just how much a Sales team empowered by artificial intelligence (AI) can achieve in terms of commercial productivity, but the reality is that most companies aren’t there yet because it’s a long learning process for everyone involved.

Sales 303

Sales Company Strategy Marketing 303

Engage Selling

APRIL 8, 2017

“How do I find time so I can be more productive?” ” I hear that question often, but never with a satisfying answer. Because you can’t find or make more time. It’s our most precious, non-renewable resource. It’s the only … Read More »

Resources 48

Resources Negotiation Closing Objections 48

SBI Growth

APRIL 4, 2024

Every quarter, SBI conducts surveys to learn how CEOs and other C-level executives are planning for value creation and about the go-to-market strategies and tactics that will get them there.

Research 177

Research Survey Strategy Marketing 177

SMEI

APRIL 23, 2024

In the world of sales, it’s a common misconception that a great product is enough to guarantee success. In reality, many potential customers may never even hear about your product, and others may find alternative solutions or get used to doing without. Vintage illustration by art department at NCR.

Training 109

Training Guarantee Competition Closing 109

The Center for Sales Strategy

DECEMBER 11, 2017

Working for a great company and having a great product certainly helps with clients, but the criteria prospects will often use when deciding to give you some of their precious time, is YOU. Where should your product and your company be in your sales strategy when talking to new prospects?

Prospecting 55

Prospecting Strategy Company Sales 55

The Center for Sales Strategy

APRIL 29, 2024

When selling a product or service, not all outreach efforts should be directed directly at the decision maker, who has the final word on what will be bought. After all, the decision maker may not be the one using your product, adjusting workflows to accommodate it, or even engaging with the product directly at all.

Decision Maker 102

Decision Maker Influencer B2B Leads 102

SMEI

APRIL 25, 2024

” Without effective salespeople, businesses would struggle to move products from factories to consumers, resulting in a significant decline in our standard of living. Decker, former President, Corning Glass Works, noted, “Undreamed-of production capacity is available to make possible undreamed-of standards of living.

Microsoft 96

Microsoft Consumer Closing Motivation 96

Partners in Excellence

APRIL 17, 2024

As much as we tire talking about the constancy of change, our jobs as sellers only exist because of change. We are trying to get our customers to change from the current products or services they are using, to our products and services. What about tools to help us and our customers manage the process?

Lead Rank 110

Lead Rank Analysis Incentives Incentive 110

Autoklose

APRIL 8, 2024

Understanding your potential customers’ pain points and identifying their needs will help you figure out how your product or service can best solve their problems. When you land a new lead, you still don’t know whether they’re a good match for your product or service. Source: Gartner How to Prepare for a Discovery Meeting?

Meeting 98

Meeting Objections Research Face-to-face 98

Partners in Excellence

JANUARY 18, 2024

One of the sellers asked a question about dealing with customer questions and queries about the products, particularly deeply technical questions. Customers asking us about the product capabilities, drilling deeply into what the products and solutions do. They don’t know how to buy.

Customer 120

Customer Revelation Buying Cycle Lead Rank 120

Partners in Excellence

FEBRUARY 29, 2024

We were talking about his prospecting challenges. ” We talked about some of his strategies. “What is he interested in talking about?” ” I replied, “But your email is focused on what you are interested in, you aren’t asking him what he is interested or cares about.”

Ideal Customer Profile 118

Ideal Customer Profile Face-to-face Trade Show Prospecting 118

Partners in Excellence

APRIL 2, 2024

” Covey writes about the importance of having a destination or a goal, Knowing what we are trying to achieve forces us to focus on the things critical to achieving the goal. The problem is, the “end in mind” for our customers is seldom about buying a solution. Our focus is on the critical activities to close the deal.

Customer 112

Customer Maximizer Closing Objections 112

SalesFuel

MARCH 29, 2024

decline in website traffic isn’t the only problem to worry about. You’re probably thinking about the typical technical errors like slow loads and buttons that don’t work. Product Pages According to Contentsquare, your client’s product/service detail pages are some of the most important on their site.

Conversion 98

Conversion Marketing Ideal Customer Profile Consumer 98

Partners in Excellence

APRIL 8, 2024

It’s our mindless focus on volumes/velocity and pitching our products through endless sequences. Amazon and others taught us this over the past decades, and many transactional products are better purchased with no seller involvement. One thinks, what about the other 90%, what opportunity exists there?

Top of Funnel 108

Top of Funnel Face-to-face Data Buying Cycle 108

Partners in Excellence

DECEMBER 19, 2023

As sellers, we always talk about the importance of our “Unique Value Proposition.” ” For decades, we have thought about our value proposition in the context of our products/solutions. We would go through endless detail about the unique and differentiated capabilities of our products and solutions.

Face-to-face 118

Face-to-face Report ROI Research 118

Partners in Excellence

MAY 1, 2024

We can’t resist the skipping between multiple windows or apps on our computers, though the research shows how adversely it impacts our productivity. Some years ago, I was consulting with a very large industrial products company. “Dave, my team isn’t as productive as I need them to be. Then he paused.

Revelation 101

Revelation Call-back Cancellation Meeting 101

Allego

FEBRUARY 28, 2024

Allego’s sales enablement platform empowers financial services firms to enhance sales effectiveness , improve employee productivity, and maintain regulatory compliance in a dynamic and competitive market environment.

Insurance 118

Insurance Insurance Face-to-face Banking 118