Its sales kick off season again and you want a high impact, memorable event. The agenda content should serve to kick start sales for the year. Easy, peasy – right? Not so fast. It turns out that you have quite a diverse sales audience with varying levels of sales acumen. Typical attendees might include: (more…)
Our friends at Lucid Software created this great chart on which Sales Influencers to follow. We love seeing so many of the WOMEN Sales Pros Sales Experts on the list. You can click on their photos and it goes to their LinkedIn profile.
We at WOMEN Sales Pros are honored to have so many in our group listed in Tenfold’s new list of the Top 65 Influential Women in Business! Those on the list were measured for their reach through “True Reach” devised by Klear.
Question: How Can Win Themes™ Improve My Win Rates?
Answer: Win themes™ are a great way for sellers to improve their sales conversations.
Win themes™ are the intersection of your prospect’s priorities and the strengths of your products or services. Win themes™ should be used to prepare for all presentations and important sales calls.
For example, one of my clients was preparing an RFP response to expand their business with a current customer. The opportunity was worthmillions of dollars to my client. We took the time to develop three solid win themes™ and then went back through the RFP to make sure that each and every answer in their response pointed to one of the win themes™. We also included an example to reinforce the message. The examples were ‘evidence’ of the win theme™ and provided solid proof. Their response went from generic (template based) to compelling and it was a game-changer for them. They won the contract! (more…)
Salespeople ask many great questions during meetings with prospects.They ask probing onesabout their prospect’s pain and uncover their prospect’s short-term and long-term goals.
However, the most important question often not asked in the sales conversation is, “How committed are you and your organization to eliminating this pain and/or achieving this goal?” I am not talking about qualifying for the amount of time and dollars needed for a successful engagement. (more…)
Shockingly and sadly, I see the ‘Re-active’ approach all the time. How can this be when your largest customers are providing the lion’s share of revenue for your company? Consider the following consequences of a re-active approach: (more…)