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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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
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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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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
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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
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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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10 conversations to assess your performance. Sales performance is a complex issue and it is impacted by many interdependent factors. Our discovery© process will systematically asses your current situation and recommend priorities for improved performance. With outside in thinking you can Assess your current situation relative to high performers Focus on the right problems for
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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/
Getting deals to move through the pipeline towards final [successful] close is THE role of sales people. In our experience the more you align the sales stages [your sales process] with those in the clients buying process the better will be the velocity of your pipeline. Imagine for a minute that you have a number
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We have just launched a new video on our You tube channel (sellb2b) This outlines some of the key drivers behind more robust opportunity management. We have included a collection of very useful stats regarding the approach world class companies take in their efforts for sales effectiveness. Worth checking out for that alone. Let us
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