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The Sales Readiness Blog

David Jacoby

As a Managing Director at Sales Readiness Group, David helps large B2B sales organizations improve sales performance. Previously, David was a Principal at Linear Partners, a sales consulting firm providing sales strategy, sales operations, talent management, and interim management services to emerging growth companies. In the past, David has served as Vice President of Business Affairs of Xylo, Inc., where he was responsible for the Company's business development, sales operations, legal affairs, and financing activities.

Selling Skills | Developing Needs

Sales professionals frequently talk about “selling value,” but few know how to focus the conversation on issues that impact value for the buyer. That’s unfortunate because the best way to offset pricing pressure is by identifying, quantifying, and presenting value. Selling value begins with a deep understanding of your customer’s business and how your solution positively impacts it. This can be hard work, but it’s worth it. The creativity and effort you put into analyzing your customer’s business prepare you for the next step: quantifying the tangible and intangible benefits your solution will bring.

Sales Management

As a sales manager, you have a limited amount bandwidth to go on joint sales calls with your sales reps. While going on joint calls with reps is important, if you have to be on every single meeting, you wouldn’t have time left over to be a manager.

Selling Skills | Building Relationships

Stop me if this sounds familiar: Your salesperson tells you that the first meeting with the major account was a success. The prospect loves the product! Fast forward a few more meetings with the buyer, and now the deal is bogging down. After another month or two, the deal finally dies.

Selling Skills

While COVID-19 has forced sales organizations to make a dramatic shift towards selling virtually, it hasn’t changed human nature. Fundamentally sound sales techniques work, whether the meeting is taking place in-person or on a Zoom call.

Selling Skills | Remote Selling

Whether your selling virtually or in-person, the first minutes of an initial sales call with a new prospect are critical. This is when you build rapport with the buyer. The COVID-19 pandemic has radically changed the ability of field reps and account executives to build rapport during face-to-face meetings. See here for how to connect with customers virtually. In addition to building a relationship with the buyer, your call opening, whether in-person or virtually, is also about establishing your credibility. That’s how you help the customer answer the question, “Why should I spend time with this salesperson?” You also increase the customer’s confidence that you will be able to solve their problem, and this will make them more likely to be open with you and share information. Here are three things you can do to establish your credibility on a virtual sales call.

Sales Leadership

The COVID-19 pandemic has been the ultimate validation of the importance of leadership abilities for sales managers. In addition to navigating their teams through incredibly challenging business conditions, many sales managers have had to almost overnight re-engineer how their sales teams sell to remote customers. To emerge stronger from this crisis, now’s a great time to focus on how you can become an even better sales leader by developing your personal abilities.