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"Owning the outcomes"
Today's Monday Motivation with John Kaplan was really inspirational to me! I love the idea of owning the outcomes and the only way we can do that is by putting in the work, now. How do you plan your activities and map to outcomes? What advice do you have for other people that are looking to own their success?
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Differentiate Your Sales Call Follow-Ups
The sales call is obviously important. It's your time to set yourself apart by showing how you can help your prospect with your solutions to their problems. But how are you setting yourself apart when the call ends? In this Ascender article, we share some tips to help make your follow-ups stand out and advance your deal.…
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How elite salespeople influence solution requirements.
We shared the latest edition of the Audible-Ready Sales Podcast in Ascender and it's all about influencing your customer's decision criteria. The show covers how to embed your differentiation into your buyer's solution requirements. And, how to do it in a way that aligns to the results they're trying to achieve. Paddy Mac…
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How to have the best conversations.
The article we shared from John Kaplan this morning likely hits home with a lot of salespeople. Some highlights for me: Not being afraid to call out things in the conversation If your prospect seems distracted, ask why you aren't commanding their attention? Love that tip and something to remember. . Responsibility. When…
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Who is your go-to for an extra set of eyes?
In today's content, we share the best practice of having someone else take a look at your sales process when things might not be closing as quickly as you'd like. Communications, phrasing, and other hiccups might be costing you time, if not deals! So who do you go to when you're looking for this kind of help? Your manager?…
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Selling to Hesitant Customers
Posted a podcast today in the content feed on tips to move your opportunities forward, when customers are hesitant. What are you hearing from your customers? How are you dealing with additional scrutiny? Would love to hear what's working or what questions you have.…
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How do you ensure that you aren’t skipping steps in the sales process?
This is a question asked in the article on Ascender titled "Improve Sales Qualification: Know When to Walk Away". How do you use the MEDDICC steps in your own operating rhythm? Does your company have MEDDICC embedded into the CRM? I know some reps have their own tools as they work to validate various qualification inputs…
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Forgotten Step in Cold Calling
Thought I would start off a new topic here. We've all been through countless cold call trainings that start with "plan and prepare", but this video brings up a key step that most trainings don't address...Finding your swagger. https://youtu.be/r7dWsJ-mEyI
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Confirmation Bias - Selling Friend or Foe?
Confirmation Bias is the psychological concept of perceiving you know something and any new information received seems to confirm what you believe you know is true... even if the new info is actually evidence of a different conclusion. My fist sales manager used to call it "Happy Ears"! A small example we all experience in…