Monthly Archives: August 2014
Sales: Do This, Not That!
I have an astonishing appetite for candy, and it probably would have done me in long ago if not for the “Eat This, Not That!” series. Thanks to the book, I can still eat a sizable amount of candy without having as disastrous an impact on my waistline. ETNT prompted me to make the switch from Butterfingers to fun-sized York Peppermint Patties.
After the first few days of no longer indulging in my favorite treat, the initial shock was gone, and with Yorks in hand, my mood stabilized (I am now a confirmed junkie). My sweet tooth was still getting fed, just with not quite as many calories.
Why Successful Team Selling Is Like a Game of Jenga
There are several reasons that can prompt you to sell in teams to land new business or retain existing accounts. How you assemble and manage those teams can have a tremendous impact on their success.
It is important to recognize when individual sales reps may no longer have the necessary skills or expertise. Many industries have experienced growth, evolution, and specialization, which makes it more challenging for generalist sales reps to keep up and maintain their expertise. It is common for sales reps selling within an industry to have worked in that sector earlier in their career. But while the basics remain the same, the longer they’re on the outside looking in, they risk losing touch and expertise with the nuances that have emerged. Rather than putting these sales reps out to pasture, partner them with appropriate subject matter experts.
Are Your Salespeople Poised to Sell to Today’s Buyers?
Few people need convincing that considerable power and influence has shifted to customers and prospective buyers. Much of this has been driven by technology and access to information.
The challenge isn’t necessarily to recognize this change in the buying and selling environment, but to know what to do about it.
Sales organizations or individual reps mired in the old ways of selling are destined to fall short of their target and find themselves in trouble or replaced by those that “get it.” Are your sales reps poised to sell to today’s buyers? Are they confident doing so, is it a stretch, or is it far beyond their comfort zone?
Selling SaaS: Essential Activities and Key Dialogues to Expand After You Land
Closing deals is important. However, closing alone is not sufficient for SaaS company success. Driving to profitable growth requires generating renewals, maintaining cash flow, and minimizing customer churn. This quest for lifetime customer value depends on two key activities and two key dialogues:
Decision-making Needs Room for Big Data and Emotions
Few people need convincing that big data is not a phenomenon or fad. The ability to collect, track, measure, and analyze vast amounts of information to know more about your business, including sales, customer habits and trends, internal business processes, and supply chains, is too much to pass up. In fact, it’s often more than most businesses can handle. It’s not industry- or function-specific either — a quick scan of headlines across trade publications reveals that taking advantage of big data is on everyone’s mind.
Building Healthy SaaS Revenue: 4 Keys for Landing New Logos
Cloud computing, and the evolution of software as a service (SaaS), has transformed the technology industry. According to IBM, 85% of all new software is now being built for the cloud, and by 2016, one-quarter of all applications being used around the world will be available in the cloud.
At the same time, SaaS solutions have transformed how businesses select, buy, and use software. At least half the time, if not more, SaaS vendors will sell directly to functional or business-unit stakeholders rather than just to IT people. The sales emphasis is now on a SaaS solution’s value to the business — not on the underlying technology. The nature of the sales dialogue between SaaS vendors and customers looks and sounds very different than it did in the days of on-premises applications.
Cross-selling Effectively into the Crosswinds of Financial Services
It is said that oak trees grow strong in contrary winds. In the crosswinds of deregulation and re-regulation, financial institutions have gotten bigger, more complex, and more attuned to risk. As they turn up the pressure to drive revenue, cross-selling effectively takes on new levels of urgency and complexity. So, how does a client-facing professional stay grounded in these crosswinds while still advocating for his or her clients?
Six Emerging Competencies for Sales Success in the Age of the Empowered Buyer
It’s been well-documented that buyer behavior is changing, with power shifting from sellers to buyers. The primary reason for this shift is availability of and access to information.