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Sales Articles & White-papers

Selling virtually: Everything has changed, yet nothing has changed

Selling virtually

As salespeople continue to adapt to the current environment, it's easy to think, "everything has changed." While this may seem true, what hasn't changed are the rock-solid principles of the Counsellor Approach to selling. In this article, we'll examine how success for your organisation comes from recognizing what has changed and what has not.

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3 Keys to Effective Virtual Delivery (Infographic): A Salesperson’s Guide to Better Engage Customers During Virtual Solution Presentations

To be successful today, salespeople need to engage customers in the solution they are offering, whether presenting virtually or face-to-face. Getting and keeping a customer engaged over a virtual meeting platform, such as Zoom or Microsoft Teams, can be challenging—the last thing a salesperson wants to see is customers glancing at their phones, multitasking, or checking out completely. Salespeople need to understand how to capture the audience’s attention and engage them in action. Узнать больше

The ABCs of sales coaching: Essential tips to amplify your team’s performance

What would a 29% increase in top-line salesforce performance mean to your organisation? Our research shows that when sales managers have the right skills, the single action of coaching has the greatest impact on the performance of your salesforce. Узнать больше

Aligning the selling and buying processes: A consultative selling approach

If you think your salespeople can control the way buyers buy — think again. The old adage that "people love to buy, but hate to be sold to" has changed—"people know how to buy, and won't be sold to." But, that doesn't mean it's time to fire your salesforce. With a little insight into today's buying process, salespeople can understand how customers buy and dramatically increase their sales results. Узнать больше

Balancing the consultant and strategist roles: Managing the 4 sides of sales is key to highly effective selling skills

There was a time when a salesperson could fulfil a unified role as a vendor, trusted advisor and challenger. But today's hyper-competitive market requires the salesperson to play two distinct yet complementary roles—that of Consultant to the customer and Strategist to both the customer and his or her own organisation. Узнать больше

Boost Your Personal Power by Challenging the Way You Think

Personal power is the single biggest “make-or-break” factor in human performance—the factor that ultimately determines success. Beliefs are the fuel of our behavior, and there are four common beliefs that cause most of our negative feelings. In this article, we'll explore how to challenge these beliefs in order to unleash personal power. Узнать больше

Changing the differentiation game: Creating real sales differentiation your customers value and competition cannot replicate

What if your salespeople could expand your offering and create a highly differentiated solution that represents unexpected business value to your customer and is hard for the competition to replicate because it is unique to the customer? The very thought may hit you like a triple shot espresso! Узнать больше

Competitive sales strategy: Influencing the decision to win the sale

How does a done deal become undone? Your salesperson had a good relationship with a great contact, the right solution to meet the customer's needs and strong buying signals right up to the last minute. Then came the dreaded call: "Thank you for the proposal, we've decided to go with someone else." So, what happened? Could this loss have been prevented? Узнать больше

Consultative selling: Is your sales team creating real differentiation?

To avoid the pitfalls of competing on price, salespeople are often told they need to "sell the value." Another strategy is to "value-add," by offering the customer extra services or product features without charge. While these strategies can be effective short-term, neither of these approaches produces a sustainable advantage. Узнать больше

Creating an Effective Digital Sales Development Strategy (e-Book)

When remote work shifted from a temporary to a long-term solution, many organizations realized they could not continue to delay their sales capability training efforts. While the challenges of the salesforce remained the same, the approach has changed radically. Through our work, we’ve discovered four keys to designing transformative digital sales development that delivers proven results. Узнать больше

Debunking a few myths about virtual selling

While selling virtually may be different, introducing all new core selling skills to your sales professionals may not be the answer. Here are three common myths debunked to show why it's important to take a half step back from launching a new virtual selling program in order to reinforce and carry forward the best of what you already have in place. Узнать больше

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