Category Archives: Selling Methodology

April 14th, 2014

Communicating and Selling Value: Why a Strong Offense is the Best Defense


Communicating and Selling Value: Why a Strong Offense is the Best Defense

Google, Amazon, and Microsoft have begun a Cloud Price War. How will you respond?

I recently wrote about the need for a “heads up” approach to managing and leading. Fortunately for me (but unfortunately for many), recent headlines about a shakeup in the technology space provide a great example of why it’s so important to look up and look around.

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September 27th, 2013

Why New Client Acquisition is a Lot like Flounder Fishing


Why New Client Acquisition is a Lot like Flounder Fishing

This past summer, I spent some time fishing for flounder. While I was moderately successful, I still had plenty of time to think about the similarities between flounder fishing and new client acquisition. Consider the ways in which both work.

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November 15th, 2012

5 Reasons to Automate Sales Methodology and Take Your Sales to the Next Level

Sales Methodology

There comes a time when businesses grow and mature to the extent that it makes sense to ditch the informal ad hoc ways of a startup and standardize functions and processes. The freedom and flexibility of how work gets done is often favored over the negative-sounding corporate way of doing things, such as adopting company-wide systems and procedures. True, each business unit, function, and location have subcultures within the overarching corporate culture that give those groups a tight-knit feeling and identity. However, they cannot be subordinate to or in conflict with the culture, goals, and objectives of the broader organization. That includes getting on board with new initiatives, such as automating a new sales methodology.

Impact of Automating Your Sales Methodology

The figure below from Revegy, Richardson’s CRM enablement partner, illustrates the impact that automating your sales methodology can have on increasing win rates while reducing losses and no decisions. While Group A realized improvements in all categories and increased incremental revenue, Group B suffered from old habits and failed to sustain what success they had.

As with any change, you’ll need to anticipate hearing “That’s not how we do things here” and be prepared to counter those objections with sound reasons to get in line, including not only benefits to the sales organization and company but also the individual sales reps.

5 Reasons to Automate Your Sales Methodology

Here are five reasons to automate » Continue Reading.

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July 25th, 2012

As Buyer Behavior Changes, What Is the Right Approach to Selling?

COMBINATION of selling solutions approaches

In our work with leading sales organizations, we have certainly seen a change in the buying landscape.  Today’s buyers are more sophisticated, have more data available, and often have already defined a solution before ever involving a salesperson.  This has created a real challenge for sales organizations and reps.  Techniques and methodologies that worked twenty years ago do not necessarily work now.  As buyers change, sellers too must change — but how?

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