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We have to measure success by more than the number, and by more than great year over year growth. We need to look at how we stack up against the market potential, how we are growing our share of the total opportunity? Growing our sales is great. We need to celebrate that. But maximizing our perform Read More

When the customer say, Your price is too high, the first thing we need to do is understand the basis for the statement. Why do they think the prices is too high? Are they just saying it because they are obligated to saying it? Are they comparing your pricing to competition? Are they comparing your Read More

High accuracy is an important indicator to our effectiveness as sales professionals. It is an indicator about how well we are engaging the customer, how involved we are, who well we understand what they are trying to achieve, how and when they will make a decision. Read More

In each step, we are closing, that is agreeing to go the next step. At some point the close involves getting an order. It is just the natural progression of the discussion. Not closing on the order because it is too salesy is cheating the customer. It is failing to take them to the next step in ach Read More

This time around, I asked the team, How will you know you've succeeded this time? We had a number of metrics in place, but we were looking for other indicators that people were buying in. After a bit of a pause, one of the team members said, with a little frustration, We know we've succeeded when w Read More

Challenging and providing insight is critical in engaging the customer, to incite change and to initiate new buying processes. But we can't stop there--we have to help the customer achieve the outcomes and results they dream of. This means guiding them through the buying and implementation process. Read More

Co-Creation is becoming an important concept, ultimately, being able to work with our customers, co-creating value will become very important--at least with our leading customers. We can't possibly innovate fast enough to meet our customers needs to innovate and grow. Neither can our competitors. B Read More

Likewise in sales, we maximize our ability to win--and bring great value to our customers by playing our own game. But there are huge numbers of things that threaten to throw us off our game. Sometimes, we get off our game, without even recognizing it until we are well entrenched in defense and res Read More

I think that's the problem every organization needs to confront. The more we rely on technology to improve our responsiveness, to nurture and provide content, to provoke a sales person to call, to enrich the customer experience, the more we look the same! Read More

Problem owners and solution owners tend to assess value differently. Sales needs to understand this, creating, developing, and delivering value relevant to both audiences. Read More