The Importance of Understanding Buyer Needs

Virtually all companies claim to be “customer-centric,” but set many of their salespeople up for failure with the prodigious amount of product training they provide. Sellers’ comfort zones become talking about offerings rather than exploring business issues. While tolerated at low levels within organizations, it often shortens sales calls made on executives or abruptly ends them.

6 Ways to Drive Favorable Customer Decisions

To capture favorable votes, salespeople, like politicians, need to pull six key levers that guide decision-making. These levers affect the limbic system of the brain, which holds memories, emotions and many core beliefs. Messages tied to these levers stimulate us to cast a vote or buy a product or solution. Here are the levers and how to pull them:

The 2 Biggest CRM Mistakes and What to Do About Them

Sales teams are usually viewed as the most important business units in a corporate world. But sales teams have to be smart in order to deliver great results.

Solving the Sales Hiring Mystery with Predictive Analytics

Early in my business experience, I encountered a mystery. A tightly run inside sales team had an ocean of standardized offices with the same scripts to follow, the same goals, the same computer screens and the same incentives for success. They made a lot of outbound calls to sales prospects with little variety.

Creating Personalized Global Content for Your Prospects and Customers

Organizations have traditionally taken a simplistic approach to global content creation, viewing translation of English-language content as “good enough.” This passive tactic is no longer sufficient – especially when you consider that 95 percent of the world’s consumers and 80 percent of the world’s purchasing power live outside of the U.S.

A Story That’s Long Overdue

This issue’s cover story on the skills that women bring to B2B sales and the challenges they continue to face has rattled around in my head for more than a year. I’m glad that it finally came together. There are a lot of topics within the topic of women making their mark in what has been a male-dominated environment. Men and women alike should find it an interesting and educational read.

Want More Sales? Then Impress The Top Buyers

Corporate buyers are a force to be reckoned with, commercial king makers, with the power to award huge multimillion dollar contracts. So shouldn’t salespeople be doing everything in their power to impress them?

How to Leverage the Power of Video for Sales and Marketing Synergy

In today’s increasingly digital landscape, organizations are more distributed and mobile than ever before. But, in the case of sales and marketing, mobility can sometimes bring a disconnect and impede collaboration within and between teams.

How Deal Desks Are Making Sales Teams Stronger

“We are difficult to do business with,” a sales executive at a large technology company said recently. “Between information security, pricing, and the contract we would collapse if we did not have a deal desk. Someone has to take the deal through the system to ensure we can do what the customer wants and execute the deal.” 

Giving It to Them Straight: 360-Degree Feedback for Your Sales Team

Once upon a time there was a salesman. He worked hard every day and, as long as he met or beat his targets, very few questions were asked about the methods he used. Unsurprisingly, this allowed (if not encouraged) dubious practices amongst some in his profession. In turn, the reputation of the entire profession became extremely tarnished. Are you familiar with that tale?

How Mobile Is Driving the Future of Field Sales

No one likes paperwork, not least salespeople who want to spend their time meeting customers and selling rather than typing up reports. This is particularly true for sales representatives in the field, who have traditionally viewed updating the CRM system as wasted time.

The gender flap

Lori Richardson learned her first lessons about sales at an early age. In the 1980s, she boldly stepped into the male-dominated world of technology sales because she was a single mother who couldn’t make ends meet as a teacher. She was a leading sales rep who serviced national corporate accounts before shifting to building sales teams and running a corporate university for a Boston-based company. In 2002, she founded Score More Sales, the B2B sales consultancy and training company she still runs today. With this issue’s cover story focused on women in sales leadership and B2B sales roles, it seemed timely to have Richardson share her thoughts on a wide range of topics.

‘Shark Tank’ Follows Our Lead on Extreme Sandbox

Back when he was entertaining viewers with his parody of a conservative TV talk show host on The Colbert Report, Stephen Colbert frequently crowed about the “Colbert Bump” – the increase in popularity that guests on the show enjoyed after appearing on the show.

What Your Sales Strategy Missed in 2015 and Where to Focus in 2016

Every quarter, sales managers huddle over spreadsheets, factoring in seasonal variances, potential new products, and the hypothetical performance of new players to their team. They may even estimate the effect new selling tools or techniques will have (invariably, the prognostications are positive).

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