Sales strategies for B2B big-ticket sales...

If you are B2C or transactional, this is not for you…
BetterSell Solutions – Transform your company to achieve sales excellence

When you walk down the hall, can your guys answer these questions?

And, will all the answers be consistent?

What's your plan for that big meeting with ABC next week?

What questions are you going to ask? What will you tell them about us and our products and services? Who will say what?

You've got a really big deal in your pipeline. What's your plan to close it?

How are you positioned with the buying influences? How about the competition? Is this a deal we even want?  What are the detailed steps?

You just closed that deal! Now, what's your plan to manage the account?

How will you manage all the different personalities and expectations? How will you ensure they keep buying from us?

Do you really know why you won or lost a deal?

They won’t give you a straight answer.  Let us speak with them and get an unbiased, honest answer from an impartial party.

Behavioral Economics can explain why you lost the deal when the stars were aligned!

People are irrational.  We are the first company to apply Behavioral Economics concepts to the world of selling.

Now, how about investing in you?

How about sharing best practices, issues, concerns and get help and coaching from others just like you? The Sales Summits are peer groups for Chief Sales Officers.

We help technology companies become world-class sales organizations. For over a dozen years clients have counted on BetterSell Solutions to help them sell more. Specializing in big-ticket, B2B, complex sales. if you are looking to improve the selling capabilities of your organization to world-class level, then read on.

As one of the top sales consulting companies in the world, we not only teach and implement the methodologies but we stay engaged to ensure you are getting the results you want.   Implementing a sales methodology is only part of the job.   Becoming an agile, smart, adaptable sales organization is a journey.


Are you a Massachusetts-based company looking for sales training?  If so, it’s likely that you can get up to half of your sales training paid for by the Commonwealth.

Every Massachusetts-based employee pays for this out of every paycheck.  Many of our clients have had up to half of their sales training paid for.  Give us a shout and we can show you the way.

Bob Hatcher

Bob Hatcher

Founder and CEO, BetterSell Solutions

  • Helping technology companies achieve their sales goals for over thirty years.
  • Author of the upcoming book “Selling to Irrational Buyers” the story of how behavioral economics has revolutionized the science and art of selling.
  • Contact me now for your 2019 sales kickoff meeting!


Do you really know why you win or lose?  Don’t leave it to your reps to tell you.  We now have do win-loss reviews for our clients.  

Click here  


Looking for a Keynote speaker for 2019? Here are two popular topics:
When the stars are aligned and nothing happens.
“When the stars are aligned and nothing happens”  We’ve all been here, we think the deal is in the bag. Then, at the last minute they tell you “We’re just not ready to move forward.” This talk explores why selling against the status quo is so hard. Using content from my upcoming book “Selling to Irrational Buyers” we explore how the field of behavioral economics applies to selling.   We all know that people are not rational, yet, most sellers think that their prospects will act rationally to their arguments and proposals.  For example, how would argue with the offer “We can make you 10% more efficient.”  That sounds like a pretty good value proposition. But, what if the company needs a 20% increase just to stay in business?  Behavioral economics deals with people’s perceptions of things, not just the facts.  In this talk we not only deal with what’s going on the prospect’s psyche but also, from a seller’s perspective, how to deal with that to maximize your return.
Are we doing the right things?
“Are we doing the right things?”  Selling is getting harder and harder. That means we have to not only do more, but we need to ensure we are doing the right things. This talk explores the best practices of the best sales teams. Using the latest research we will show you what to do and what not to do. Imagine your team looking at what they do versus the best of the best!  We can do that because we’ll allow you to benchmark yourself against the data.  Based upon the latest research from CSO Insights, we lay out the ten best practices of the best sales organizations and compare your team.

Plan to close the deal?

For classic complex sales, i.e. where there are lots of options and people involved, for both your prospect and you, driving by the seat of your pants is not the way to go.  We make sure when you ask your rep “What’s your plan to close the deal”, they have an answer.


Plan for the meeting?

Every deal involves sales meetings whether in person or on the phone.  Do your reps go in and pitch, or do they probe what the prospect needs to fix, accomplish or avoid?  Do your prospects have a clear idea of what problems you solve?  We ensure your reps are prepared.


Plan to manage the relationships?

Many people think they should manage an account.  That’s wrong.  Manage the account relationships is the key.  Knowing what value they recognize in you and leveraging that, is critical.  Our account management process does that.  For each of your people, they will answer “What’s your plan to manage the relationships?”


Investing in yourself?

If you are like most Chief Sales Officers you know you have a tough job.  Experts claim that they average about eighteen months on the job before getting fired.  In fact, we contend that being a sales leader in today’s market is the loneliest job in the world!  The pressures you get from both above and below are tremendous.  Where do you turn?  Answer, your Sales Summits group.


There are two types of sales training and I don’t want you to be fooled. So let me tell you about it…

Let’s say that your favorite NFL team was playing its arch rival. Your team decides it’s going to have the best game plan. They are going to scout the other team and know precisely their strengths and weaknesses and design plays and defenses specifically for this game.

The other team decides that they will be the best blocking and tackling team in the world. They will be the absolute best at all the basics, the skills of playing football.

Who’s going to win the game? If you say that the team with the best game plan will win, you are in the right place. You see, that’s the world of sales training: methodology and skills. We are in the business of sales methodologies, or “game-planning”. The other world, the “skills” of sales is something else.

We believe that skills follow methodology. It doesn’t matter if you are an expert at closing when you don’t know when to go for the close! We teach skills in the context of a sales process and methodology.

There are other really good firms out there who teach skills only. We can refer them to you. But, if you want the best game plan. Well, we should talk!

Let us know how we can help...

5 + 3 =

Problems we solve...

Our forecasts are way off!

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Our reps talk too much…

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Should we answer this RFP?

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We need to lower our price to get this deal.

Problems we solve...

Our competition is killing us.