Software Sales Guru

Why is Consultative Selling Better?

Software Sales Guru

Why is Consultative Selling Better?

Close the Door on the Close

Software Sales Guru

Close the Door on the Close One of the reasons salespeople get a bad rap is because most people associate sales with a hard close. No one wants to be manipulated or pressured into making a decision that they may come to regret.

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Selling to Committees

Software Sales Guru

Selling to Committees All buyers want to have options, and they want a simple way to compare those options. An example is the Mutual Fund industry. Most brokerages have tools that allow buyers to compare funds side-by-side, helping them to make an informed decision.

Action Items

Software Sales Guru

Action Items “When you leave a sales meeting, it shouldn’t only be you who has an action item. The customer needs to have an action item too.” This statement came from a salesperson in one of my training sessions.

This Coming Holiday Season is Shaping Up to Have the Most Spending in History

As for what shoppers want to buy most, you'll have to read the “2021 Holidays Unwrapped” report by Klarna to find out. Download it here!

The Road to Sales Mastery

Software Sales Guru

The Road to Sales Mastery In one of my recent Software Sales Bootcamps, one of my students mentioned that his CEO had been through one of my bootcamps and was using the techniques he learned on sales calls and it wasn’t always smooth and natural. My question to him was, “What makes you skeptical?

Giving Concessions is Not Negotiating

Software Sales Guru

Giving Concessions is Not Negotiating Master negotiators make sure their counterpart walks away from the table feeling like a winner. And they do so with a minimum of concessions.

Objections in Sales Presentations

Software Sales Guru

Objections in Sales Presentations Overcoming objections is an important step in the sales process, but it’s one of the most dreaded parts of sales. No one likes handling objections, but when they come out of left field they can throw off your game – and your sales forecast.

When to Disengage

Software Sales Guru

When to Disengage There may be a time when you find yourself in a situation in which a buyer is asking for something that you, as the salesperson, do not know how to respond to. When this happens, it’s important to remember that an agreement does not need to be reached in one meeting.

The Four Stages of Learning

Software Sales Guru

The Four Stages of Learning I recently discussed the value of training in order to change our instinctive response to certain situations. If you’ve read my other sales tips, you know that I strongly believe in the value of coaching and repetition in order to learn new skills.

The Purpose of Questions

Software Sales Guru

The Purpose of Questions When you’re on a sales call, you should have a purpose. That purpose helps to focus your questions and guide the call, to ultimately bring about a solution.

Buyer Intent Data Guide: How to Find Prospects Already Looking to Buy

Collecting and understanding buyer intent is a must for any marketer or salesperson looking for a higher success rate in reaching active buyers. Throughout this eBook, we’ll explore how to monetize intent data, where it's sourced from (and which sources you should be wary of), as well as how to best utilize it within your outbound campaigns in order to drive more pipeline each month.

Using Checklists

Software Sales Guru

Using Checklists It may sound obvious but if you want a checklist for sales conversations to help guide you, you must USE the checklist. To do that properly, the checklist must actually be in front of you.

4 Ways to Ensure Sure Asking Questions is not an Interrogation

Software Sales Guru

4 Ways to Ensure Sure Asking Questions is not an Interrogation I recently talked about the need to use a checklist during your sales calls.

Create a Safe Negotiating Space

Software Sales Guru

Create a Safe Negotiating Space In a career as a salesperson, chances are you will come across a professional negotiator. Someone who has been trained to get the best deal possible. There are plenty of strategies to prepare you to work with these savvy people.

The Value of Training

Software Sales Guru

The Value of Training Most people have never been shot at with an assault rifle. Nor have most folks been on the receiving end of a mortar attack. And only relatively few have been ordered to jump out of a perfectly good airplane into the middle of a gunfight, or to charge a busy machine gun nest.

Guidelines for Use of Call Recordings in Sales Coaching

Software Sales Guru

Guidelines for Use of Call Recordings in Sales Coaching I just put this together for a new client who expressed concerns about his team’s response to the use of call recordings for coaching, since they had never done it.

A Recruiter’s Guide To Hiring In 2021

With vaccination rates rising, consumers spending more money, and people returning to offices, the job market is going through a period of unprecedented adjustment. As the New York Times observed, “It’s a weird moment for the American economy.” And recruiting professionals are caught in the middle. To make the most of this disruption, you need to understand the economic drivers, develop a strong strategy for unearthing valuable talent, and use the latest tech tools to get the job done. Read this guide to get your recruiting practice ready to thrive in the new normal.

Guidelines for Use of Call Recordings in Sales Coaching

Software Sales Guru

Guidelines for Use of Call Recordings in Sales Coaching I just put this together for a new client who expressed concerns about his team’s response to the use of call recordings for coaching, since they had never done it.

The Gap between Sales and Marketing

Software Sales Guru

The Gap between Sales and Marketing Almost every company you can think of (whether successful or just mediocre) has something in common with all the rest: there is a gap between the sales and marketing groups. In some cases it is more like a gaping wound, or a fathomless abyss.

The Role of Strategic Marketing

Software Sales Guru

The Role of Strategic Marketing While sales and marketing are technically separate functions, they must work together seamlessly. In fact, I’ll go so far as to state that the entire sales process begins with a market and markets are based on unmet needs.

Understanding the Strategies Used by Software Buyers

Software Sales Guru

Understanding the Strategies Used by Software Buyers Software buyers tend to be a knowledgeable bunch when it comes to negotiating deals with vendors. A number of books and programs exist to show software buyers how to use aggressive tactics to get the lowest possible prices out of sellers.

Reaching Unreachable Candidates

Speaker: Patrick Dempsey and Andrew Erpelding of ZoomInfo

What is ZoomInfo for Recruiters? Find and connect with the right talent to fill roles fast with more data, basic search, advanced search, candidate and company profiles, and export results. Watch this On-Demand Webinar today to see how ZoomInfo for Recruiters can work to get your talented candidates results.

Breaking Down Your Stroke

Software Sales Guru

Breaking Down Your Stroke This tip focuses on using a diagnostic probe, which is the first step in the Need Diagnostic.

The Open Diagnostic Probe in the Perfect Discovery Call

Software Sales Guru

The Open Diagnostic Probe in the Perfect Discovery Call The open diagnostic probe serves as an alternative to a premature presentation. Presenting too early directs the conversation to the seller’s solution and almost always leads to a premature disqualification by the buyer.

The Role of Whitepapers in the Sales Process

Software Sales Guru

The Role of Whitepapers in the Sales Process Marketing campaigns often revolved around some type of lead magnet like a downloadable whitepaper. A marketing department will create a whitepaper with the goal of showcasing a solution and use it to generate leads.

A Holiday Reminder of the Mutual Agenda

Software Sales Guru

A Holiday Reminder of the Mutual Agenda I was wrapping gifts for the holidays and received a large box with several gifts from one store for my wife. As I wrapped them, I said, “Boy I really need some gift boxes. These are hard to wrap without gift boxes.”

The Definitive B2B Sales Playbook: Proven Path to $ Multi-Million Revenues

Sales is at the forefront of revenue growth, and so organizations with highly streamlined sales operations consistently outperform competition. How do you create a path to success and fast-track your way to multi million dollar revenues? Read the eBook.

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

Sales 93

Break & Glue: The art of capturing complex mega-strategic accounts in CRM to get the most from account planning tools 

Strategic Account Management Association

By Saleh Al-Ben Saleh, Strategic Account Manager, Emerson.

Underutilized Account Management Tools and Techniques

Kapta

Splitting your organization's accounts into general accounts, key accounts, and strategic accounts sets the foundation for your teams' entire strategy.

The Key Account Strategy Template for B2B Businesses

Kapta

Creating an ironclad plan for key account management that guides individual account growth and gives you organization-wide insight isn't easy.

Going to Market Smarter in the New Economy

In 2021, as companies continue to move more functions online, employees will take a more virtual -- and flexible -- mindset and lifestyle in parallel to the digitization of businesses. To succeed, you must change the way you conceive and build new products as a digital business. Download the report today to discover more!

SUSTAINABLE SAM: ARE YOU READY FOR THE NEW REALITY?

Strategic Account Management Association

By Edmund Bradford, Managing Director, Market2Win Ltd. We have passed the tipping point of interest in sustainability. Sustainability and other good behavior metrics now need to be reported, meaning your strategic accounts will no longer be satisfied with bland statements of intent from your company.

Strategic account managers (and their bosses) deserve better decision-making tools

Strategic Account Management Association

By William Trail, Co-Founder, Opportunity State. If you have experienced the pain, humiliation and fear of having to tell your manager that you are not going to hit your “blood number,” your commit for the quarter, then I have news for you: It’s not your fault.

Turning lemons into lemonade: Five ways to reset on customer management fundamentals in a post-pandemic world

Strategic Account Management Association

By Dave Duke, Co-Founder and CCO, MetaCX, and Joel Schaafsma, Research General Manager, SAMA. Turning lemons into lemonade. It is one of the most optimistic cliches known to man – and with good reason.

Ten insights on the future of SAM

Strategic Account Management Association

By Nicolas Zimmerman, Editor-in-chief, SAMA. Whether you’re struggling to survive the pandemic or thriving and experiencing unprecedented growth, one thing is clear: We are experiencing radical shifts in how we conduct business with our most strategic customers.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Differences Between Key Account Management & Customer Success

Kapta

The terms key account management and customer success are often used interchangeably within organizations. However, while the two strategies share a few common goals, they are completely different in their implementation. Customer Success Key Account Management

The Future of SAM – Revisited

Strategic Account Management Association

This blog post is based on a keynote presentation from the 2021 SAMA Annual Conference. The session was moderated by Jim Ford, Chief Commercial Officer, Solecta and SAMA Chairman of the Board. Panelists’ remarks have been paraphrased for this blog post. . The future is now.

Want to Accelerate Your SAM Journey? Create a Center of Excellence

Strategic Account Management Association

By Dominique Côté, Founder & CEO, Cosawi & Principal, The Summit Group. Disruption Leads to Innovation. Disruption, although most times unwelcome, gives way to innovation. This last year has certainly proven this saying. Could the mother of creativity and innovation, in fact, be disruption?

4 Steps to Creating a Successful KAM Program

Kapta

Key account management , or KAM, is one of the most valuable developments in account management to have emerged in the last 20 years. It is a process in which to build and maintain relationships with your most critical accounts.

4 AI Hacks to Make Sales Teams More Efficient

Over the last two years, there’s been a 76 percent increase in AI adoption across sales organizations. For sales teams, AI opens up a world of new possibilities, including automating outreach, identifying best-fit buyers, and keeping CRMs flush with fresh data. Read on to learn the four AI hacks sales teams need to improve their performance. Download the eBook today!