We asked Sales Performance International executives and consultants what kind of changes we can expect to see for the sales profession in the coming new year and compiled their perspectives and opinions in our eBook, “Sales Performance Improvement Trends for 2018 and Beyond”. Dorthy Wood is SPI’s Director of Customer Success Group in North America. […]
We recently surveyed nearly 800 sales managers and reps to better understand what they need to succeed in 2018. One of the top needs for winning more deals is justifying value to customers. More than ever, buyers want to know the expected return on their investment in your solution. If sellers don’t have this information, […]
This video is an example of one of our hundreds of NanoLessons. These are typically embedded in CRM and sales process automation technologies to enable just-in-time refreshers for your people to execute with confidence. Imagine this. You’ve just completed a diagnostic sales conversation, giving you the opportunity to show that you’re listening. Now is the time […]
The fundamental difference between product messaging and solution messaging is the process of breaking down a customer’s problem into its underlying causes. Sales people have been taught this concept for several decades now, yet over 95% of business oriented marketing organizations fail to reflect this fundamental aspect of a solution strategy in the content they produce.
Almost half (45%) of sales managers believe that their teams need improvement in their ability to sell the value of their solutions to customers, according to the latest survey conducted by CSO Insights. Sales Teams’ Ability to Sell Value and Avoid Discounting (Copyright 2009, CSO Insights, used with permission.) Why do so many salespeople struggle […]