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    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

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    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

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    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

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    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

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    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

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    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.    

     
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    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

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    5 STAR Deal Sheet Review

         We are delighted to have our first review for Deal Sheet. We are delighted that Andrew at Xactium felt able to award it 5STARS. Deal Sheet is really helping us to win more business and to be more effective in our sales process. It is easy to use on a day to day basis for

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    Why B2B Sales Cycles are getting longer?

    For B2B sales organisations the challenge associated with lengthening sales cycles is not going away, infact it is getting worse for many. The value of shortened sales cycles comes from faster revenue and profit realisation but also a lower cost of sale. Sales cycles in B2B can range from a few days or weeks for highly transactional and

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    B2B Buying cycles – How long?

    When a contact engages with you by agreeing to a meeting you now have a prospect in your sales funnel. You are now committing to a number of meetings, phone calls, actions and activities that will last some time.  But, how long is typical for B2B Sales and therefore how long the committment? Some research performed

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    © Outside In Sales & Marketing Ltd.