Seven Rock Solid Ways to Deliver Prospect Value

Seven Rock Solid Ways to Deliver Prospect Value

The days of ‘telling’ prospects about your company and services are long gone. It is not enough to be an expert on your products or services to succeed today.  Even product demos or prospect presentations must be 100% focused on your prospect’s priorities.  In other...
PROSPECT PRESENTATIONS: THE NEW WAY

PROSPECT PRESENTATIONS: THE NEW WAY

(This post was jointly created by Lisa Magnuson and Julie Hansen – big thanks to both for the submission)  When you really think about the term ‘presentation’ or ‘demonstration’ what associations come to mind? If you’re the presenter, you think about: preparing...
How to Avoid ‘The Stall’

How to Avoid ‘The Stall’

Statistics indicate that most ‘stalls’ and ‘stops’ in the sales process are associated with a lack of rigor during the qualify stage. Many sellers also fail to provide value during the develop stage. It’s easy to fall into the following trap: Your prospect expresses...
Want a 5X Deal this Year?

Want a 5X Deal this Year?

The Challenges for Sellers in 2020… Salespeople who are trying to identify, develop and close big deals right now are facing unprecedented challenges.  They include: Prospects are distracted, hard to reach and hesitant to set meetings Buying teams are avoiding any...
Why 97% of Sales Leaders Want a Playbook

Why 97% of Sales Leaders Want a Playbook

What is a Sales Leader Playbook? Is a Sales Leader Playbook the same as a Sales Playbook?  The short answer is ‘No!’  A sales leader playbook is a book of ‘Plays’ for sales leaders – Sales VP’s, Directors and Managers.  A reference guide mapping out the best practices...