Sales VPs. Are your people working on the wrong deals? How loss-aversion can point them down the wrong path.
(Third in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. [button...
How loss aversion affects PGA tour players. They make more putts from the same distance for par than for birdie. Implications for sales!
(First in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. [button...
Hey sellers, are you as persuasive as you could be?
(Second in a series of how behavioral economics affects the world of big-ticket, B2B selling. This article is adapted from the white paper Moneyball Selling available HERE. The first article on loss aversion and selling against the status quo is available HERE.[button...
Keynote topics for 2019
“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...
Three reasons why “Tell me about your business?” may be the worst sales question ever.
For years, “tell me about your business” was a standard question for B2B sales people. Unfortunately, that time-worn and trite question is no longer viable. Here’s why: 1. Personalization – Understand that B2B buyers are consumers too. When they go to, say,...
Obsessing over activities? Darned right!
Recently, I read a blog where the writer talked about sales leaders who obsess over activities over results. He was lamenting the fact that measuring activity has become quite common and he thought it was wrong. This got me thinking as I agree with him and disagree...
Hey, sales VPs, can your people answer these three basic questions?
Hey, sales VPs, can your people answer these three basic questions? "I never plan, that way failure comes as a complete surprise and I haven't spent countless hours worrying." I'm not sure if anyone actually said those words, but I certainly have heard that sentiment...
Ghostbusters – great salespeople?
https://www.bettersellsolutions.com/wp-content/uploads/Ghostbusters_Snippet%20Edited.mp4 One of my favorite movies and one that really shows the value of Win/Results. Can you name the Economic Buyer, the various Technical Buyers and their degree of influence, can you...
Why you need a sales system
Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...
How to justify no growth as superior performance by your sales team
Most would argue that a no-growth sales performance would indicate that the sales team isn't doing a very good job. Let me explain a bit about some metrics that might be of interest to you. The question boils down to how you generate leads and your performance in...
Problems we solve – Our forecasting is awful!
A sure key to losing credibility for a sales vice president is to forecast poorly. Here are some thoughts on how forecasting can be improved.
Anatomy of a bungled, but successful CRM sale…
As a sales consultant, I get to work with a lot of great companies. One that I’ve worked with over the past few years was in an interesting situation, they were going to buy a new CRM system. The attached presentation is a summary of the sales process and the mistakes made by the three vendors, Salesforce.com, Netsuite, and SugarCRM. It’s interesting reading.
There are only four ways to grow revenue. Which is right for you?
You are the vice president of sales and you are preparing to meet with your CEO to discuss how you will grow revenues by 20% next year. Your CEO wants you to do it with the same headcount as last year. What are you going to do? There are only four things you can do....
Why golf is like selling…
Those of you who know me know that I am an avid golfer. While I am not the best golfer in the world, I'm not bad. Recently, I had an epiphany on the putting green. Here's what happened... I had a tricky twelve footer or so, downhill with a left to right break. I...
Sales keys for the “Operationally Excellent” companies
This is the third installment in my series of blogs about the implications on sales of Tracey and Weirsma’s great book “The Wisdom of Market Leaders”. Last week we talked about companies who compete based upon “Product Leadership” (see below) and today we’re going...
A quick story on the value of account planning
When you and your client agree upon the nature of the relationship and how to proceed, the value to both you and your client is incredible.
Sales keys for “Product Leader” companies
Companies who compete based upon their product leadership have to structure and run their sales teams differently from others. If you are one of those companies, this blog is essential.
Sales leaders, here are keys for the “customer intimate” sales force
If you choose to compete on “customer intimacy” here are some key things to prepare for. Sales lessons for companies. Use these in your sales training
Your target market is smaller than you think!
Choosing target markets and market segmentation have always intrigued me. Although there are many ways to think of it, I had an epiphany as I reread one of the classic strategy books over the weekend
Three reasons sales forecasting is more important than you think.
As a sales leader, you know the importance of forecasting. Management needs to know how much revenue you will attain in the next week, month, quarter or year. But, my guess is that it’s more important than you think. Here are three reasons why it’s probably more important than you think.
Welcome to the new BetterSell Solutions website and blog
Welcome to the new BetterSell Solutions website and blog. For those of you who know us, you know that we always have a lot to say, and here's were we intend to say it. Stay tuned for some good stuff! Bob
Resources
Here are a few white papers that may be of interest" How to prevent losing sales after a merger or acquisition The case for account management as the core customer activity