Right B2B Buyers: 5 Steps to Drive Growth
Focus on the Right B2B Buyers in 5 Research-Backed StepsIn B2B solution selling, revenue and win rate do not increase from chasing more prospects. Trying to be all things to all people dilutes focus, value, and differentiation. Profitable growth comes from targeting...
It’s Hard to Sell Solutions: What to Do About It
Why It’s Hard to Sell Solutions – And What to Do About ItIt’s hard to buy solutions, and it’s hard to sell solutions. Selling solutions — especially complex solutions — is getting tougher, and it’s not just because of increased competition. According to Worldwide...
How to Handle Increased Sales Competition
How to Handle Increased Sales CompetitionWe know from leadership simulation assessment data that sales competition is fierce. Sales leaders tell us that markets are crowded, buyers are more informed, and the rate of innovation is increasing. They also tell us that...
Final Sales Meetings: How to Not Get Surprised
How to Not Get Surprised in Final Sales MeetingsAfter a successful sales discovery process with a buyer, it is common to have a final sales meeting to present your agreed upon solution to a buying committee. The final sales meeting typically occurs at the end of the...
Sales Leadership Skills to Drive Revenue: The Top 5
Key Sales Leadership Skills to Drive RevenueSales leaders play a pivotal role in driving profitable revenue. When effective, sales leaders act as the bridge between corporate strategy and frontline sales strategy execution. Mastering key sales leadership skills...
The Buyer Research Phase: How to Best Move a Sale Forward
The Buyer Research Phase: How to Best Move a Sale ForwardWe know from business sales training participants that the majority of B2B solution buyers do research before making a buying decision. According to Gartner, 75% of B2B buyers even prefer a rep-free sales...
The Top 6 Ways to Communicate Impact on a Sales Call
How to Communicate Impact on a Sales Call: A Strategic ApproachSolution selling training experts know that effective sales calls are about more than just pitching the benefits of a product or service. Sales reps need to clearly articulate how their unique offerings...
