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21 Powerful Questions to Develop More Sales Opportunities

By David Jacoby

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Asking great questions is an essential skill every successful sales professional must master. That’s because when you ask open-ended questions, you transform the sales call. Your focus moves away from your solution to the buyer’s problems, goals, and concerns. As a result, your customer feels listened to, while you learn key insights about what’s important to the buyer.

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Selling to the Enterprise: Why You Need Salespeople

By David Jacoby

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Imagine achieving phenomenal sales growth with no salespeople. 

Impossible?

Well, Dropbox, the file storage company, founded in 2007, grew its revenues to $116 million by 2012.  Its sales then rocketed to $1.46 billion by 2018. 

What’s even more impressive is that for most of its short life as a company, Dropbox achieved this remarkable growth with no salespeople. 

Dropbox has historically relied on viral growth, together with a referral marketing model, with more than 90% of its revenue generated from self-serve channels.  See here and here for discussions of Dropbox’s business model. 

It’s easy to understand the appeal of no salespeople. No headaches or expense dealing with hiring, training, managing, and paying sales reps.

So, did Dropbox discover a better (and more profitable) mousetrap?

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13 Tactics to Prevent a Heated Price Negotiation

By Ray Makela

Discounting is expensive. Learn how to prevent a heated price negotiation by maximizing the value of the deal using fundamental principles and tactics.

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Effective Sales Negotiation Process to Increase Leverage

By Ray Makela

Before your next sales negotiation, ask yourself these questions to ensure a successful outcome. A great sales negotiation process to increase your leverage.

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TACTICs For Managing Difficult Negotiations

By Ray Makela

Managing difficult negotiations is not easy, the TACTIC model can help you deal and communicate with a manipulative sales negotiator. 

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How to Partner and Build a Long-Lasting Relationship with Procurement

By Ray Makela

Instead of struggling to negotiate with Procurement, learn how to work with them. These questions will show you how to build a strong procurement relationship.

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Maximizing Your Negotiation Leverage with Power Sources

By Ray Makela

Learn how to develop a stronger value proposition. These reasons will help you improve your negotiation leverage to sell on value rather than price.

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Five Sales Negotiation Tactics to Use with Procurement

By Ray Makela

Negotiating with Procurement can be challenging.  In this video, you'll learn five sales negotiation tactics you can use when negotiating with Procurement.

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5 Ways to Build Confidence to Win More Sales

By Ray Makela

Sales is about the transfer of confidence. In this Q&A, we discuss five ways you can build your confidence to improve your sales results.

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An Underrated Selling Skill That'll Give You a Competitive Edge

By Norman Behar

On this Q&A episode: "What's an underrated selling skill that salespeople can develop to get an edge over their competition?"

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How to Differentiate Your Solution from the Competition

By David Jacoby

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In today’s crowded marketplace, it’s easy to forget how many choices your buyer has. Buyers have a difficult time differentiating your solution from the competition’s solution. What may be an obvious distinction to you may not be so apparent to the buyer.

So you need to explain why the buyer should select your solution instead of the alternatives. Skilled sales reps differentiate their solutions by highlight features that are important to the buyer where they're strong, and their competitors are weak.

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How to Breakout of a Sales Slump

By Norman Behar

Are you going through a sales slump? No matter how hard you try, you can’t seem to close a deal? Here is how it starts, and six steps to break out of it.

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How to Prevent Your Next SaaS Demo Going Silent

By Ray Makela

On this Q&A episode: "What's the best way to follow-up with a demo? Even though my demos go really well, the prospect seems to go silent after we meet".  

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How to Deliver Product Demos that Convert

By Ray Makela

On this Q&A episode: "Why most product demos miss the mark, and what can I do to improve my chances of success?"

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3 Factors for Building Sales Relationships that Convert

By Norman Behar

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With the introduction of new sales enablement technologies and the shift to, technology-driven, inside sales reps, do relationships with customers still matter?

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How to Influence More B2B Buyers by Showing Your Expertise

By David Jacoby

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One of the core skills of successful selling is how well you can influence buyers. When you have influence, the buyer is more open to your message, respects your advice, gives you access to key decision makers, and, ultimately, buys from you.

One technique you can use to build your influence with a buyer (especially with b2b buyers) is by demonstrating your expertise—i.e., the depth of understanding you bring to the sales conversation.

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How to Make the Most of Positive Buyer Feedback

By David Jacoby

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When you’re making a sales presentation, it’s essential that you stay aligned with the buyer. That means asking your buyer to assess how well he or she believes your offering can address their needs, and if they have any concerns about your solution and its implementation.

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Four Behaviors to Building Trust in Sales

By David Jacoby

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“I'm not upset that you lied to me, I'm upset that from now on I can't believe you.”

― Friedrich Nietzsche

Trust is essential to successful selling. When the buyer trusts you, the buyer believes your promises, gives you access to power, takes your advice, and gives you referrals. A buyer won’t buy from you unless he or she trusts you.

Think about a time when you were the buyer, and you thought the seller was not trustworthy. Why did you think that? Perhaps the seller made a promise and then didn’t follow through, or maybe the seller told you what you need before getting to know you. Whatever the reason, for most of us, building trust takes time, but can be broken in an instant.

Research suggests the following four behaviors are key to building trust in sales.

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Navigating Complex Sales with the Access Sales Call

By David Jacoby

 

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In most sales situations, prospecting means setting the appointment while the actual selling occurs during the meeting. This distinction gets murkier when you're selling into a complex sales account. Here's why.

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Four Steps to Beat the Competition in B2B Sales

By Ray Makela

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If you know the enemy and know yourself, you need not fear the result of a hundred battles – Sun Tzu, 512 BC

B2B sales may not be quite as lethal as warfare, but getting beaten by the competition is always frustrating and sometimes even painful.

Losing is especially difficult when you feel like you have a better offering and should have won the deal. Though you may have (and should have) convinced yourself that you’re the best option for the customer, you may not have communicated that message clearly enough to your customer in terms that differentiates you from the competition.

Follow these four steps below to beat the competition every time.

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Sales Territory Management: Allocating Your Calling Efforts

By David Jacoby

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Imagine you’re managing a sales territory with hundreds of existing accounts to call. How should you best allocate your calling efforts? 

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10 Criteria to Assess if an RFP is Worth Your Time

By Ray Makela

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One of the most important decisions a sales professional can make is whether to pursue a deal. Chasing bad, unqualified deals takes up time, resources and distracts focus from more desirable deals that are likely to close. Yet many salespeople have "never met a deal they didn’t want to chase." Perhaps it’s ego, maybe optimism, but they find it hard to say no.

Great salespeople, however, are brutally honest about assessing whether an opportunity is worth chasing. This is particularly true about RFPs.

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Before and After the Sales Call

By David Jacoby

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Assuming you're a good sales professional, you already build rapport with buyers, ask your buyers thought-provoking questions, and then skillfully manage their objections. These are all skills you use during the sales call. But what are you doing before and after the sales call?

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Best Sales Strategy with Accounts Undergoing Reorganization

By Ray Makela

One of your accounts is being reorganized. Your contacts were advancing an opportunity, but now everyone is entering a survival mode, the company freezes budgets, and all decisions are put on hold. What's the best sales strategy in these cases?

In this Q & A, Ray Makela challenges you to think of these situations as an opportunity to reframe the conversation and position yourself as a trusted advisor. Watch this video to learn how and don’t let these accounts fall through the cracks.

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How to Be Successful at Enterprise Sales

By Ray Makela

In this Q&A video, we lay out what it takes to be successful in enterprise sales and the best way to deal with procurement. You’ll also learn how to use a sales model to uncover stakeholders needs and the impact your solution brings to each of them.

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How to Prevent Unnecessary Sales Objections

By David Jacoby

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No matter how good you're at selling at some point in the sales process, you'll get some objections. Common objections we all hear include price, quality issues, competitive comparisons, or concerns about terms and conditions of the sale.

Good salespeople know how to “overcome” these objections. But outstanding sales professionals can prevent objections in the first place.

Consider these common examples of objections that you may have encountered.

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5 Reasons Why You Are Not Closing the Sale

By David Jacoby

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Selling is like walking through a minefield. Take one wrong step, and your deal can blow up in your face. Great sales people know how to navigate this minefield and successfully move sales opportunities to closure. 

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B2B Sales Prospecting: When to Persist (& When to Move On)

By Ray Makela

In this episode, Florin from Loopio asks How many "no's” are you willing to get from different people within an account before you give up on the account? I know this depends on who the "no" is coming from (i.e. ultimate decision maker) but at what point are you doing more damage than potential good?

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How to Effectively Follow-Up with Lost Sales Opportunities

By Ray Makela

In this episode, Gerardo Dada asks: What is the best way to follow up with lost sales opportunities? Ray Makela, Chief Customer Officer at SRG, discusses how to handle these type of conversations, primary objectives to accomplish, and how one time following up with a lost opportunity turned into a major contract.

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Selling Value Instead of Price When Prospect Wants Discount

By Ray Makela

On this episode, we discuss how to respond when a prospect asks for a discount. Our Chief Customer Officer Ray Makela takes a deeper look about why the prospect may request a discount in the first place, and key questions to consider for selling value instead of price.

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