Helping B2B companies sell more successfully 

Facebook Twitter LinkedIn YouTube E-mail

High performance DNA

In a recent engagement with a client the question was asked – “what does high performance mean for our sales team?” I am sure they are not alone in seeking an answer to this question. If you are building a sales organisation that delivers complex solutions to customers have you taken time recently to reflect

(More)…

 

Challenger Selling & OISM Discussions Framework

According to the authors of the Challenger Sale the one thing you can do to smash your quota and crush the competition is to turn your organisation into a teaching organisation (more here) New buyers are much better informed and they seek more than product information. They expect more than a product pitch and a bit of

(More)…

 

Challenger Selling. A View.

  Matthew Dixon and Brent Adamson in their book, The Challenger Sale: Taking Control of the Customer Conversation (2011) outline their findings from a study of over 6,000 sales reps across 45 dimensions of sales performance. In essence they fly in the face of long held beliefs that relationship focused sales people are the most

(More)…

 

Why you lose deals ?

Do you know why you don’t win the deals you invest heavily in? In a recent post from Shipley they provide their findings from over 1,000 senior level win/loss interviews and cite the main reasons why companies lose deals. It is a really interesting read and we recommend you spend a little time reading through it. It is really

(More)…

 

OUTSOLD!

An old boss of mine in the mid 90’s had a great point of view when one of the team lost a deal. His rationale was this – either you shouldn’t have gone after the deal it in the first place or you were just Outsold! Harsh but true, one of your competitors played the

(More)…

 

Customer focused sales or pitching?

How many times have you seen a salesperson leave a sales appointment knowing little more about the customers situation relative to when they went in? Failure to really understand the situation drastically reduces win chances. This is quite common for those sales people who are lacking confidence and therefore fall back on the good old

(More)…

 

5 barriers to understanding customer needs

We have written previously about the value of time invested early in the sales cycle to truly understand customer needs. This helps you as the salesperson to make your conversations relevant to the buyer and it helps them be confident that your solution will deliver the results they need. It changes the dynamics of the meeting to

(More)…

 

Deal Sheet for Salesforce improves your forecast

Using Deal Sheet you can improve the quality of your forecast. Step away from GARBAGE IN – GARBAGE OUT! We recommend full screen viewing. Control this and the sound on the menu bar at the base of the video. Powered by Cincopa Video Hosting.    

 

Customers

Different roles have different pressures. Most of our clients are responsible for sales results in business to business (B2B) organisations. Senior executives, sales managers, sales people and marketing leaders understand that improving sales performance is a complex problem and not a silver bullet. We understand your challenges and have walked in your shoes. How can we

(More)…

 

Deal Sheet for Salesforce

  Deal Sheet is our simple to use, fully integrated Salesforce App that will help you win more business through more effective opportunity management. Check it out at http://dealsheet.oism.co.uk/              

 
© Outside In Sales & Marketing Ltd.