6 Questions for a Winning Sales Strategy

LSA Global

Why a Winning Sales Strategy Matters|. Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams. Six Questions For a Winning Sales Strategy. What Are The Few Sales Scenarios That Matter Most?

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Should Lies Be Part of Your Sales Negotiation Strategy?

LSA Global

Lies and Sales Negotiation Strategy. How often do you think lies have been a part of your sales negotiation strategy – either implicitly, explicitly, on your side or on the other side of the table? Do lies work as part of a long term sales negotiation strategy?

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Top 4 Sales Leadership Mistakes to Avoid

LSA Global

Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. Are your sales reps fully prepped to win? Top 4 Sales Leadership Mistakes to Avoid. We work hard to address the specific needs of our sales clients. Sales leaders set the example.

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Top 7 Traits of Successful Sales Managers

LSA Global

Wouldn’t it be nice to know the traits of successful sales managers? Sales managers have an awesome responsibility. The Job of a Sales Manager. The Top Seven Traits of Successful Sales Managers. The top performing sales managers are: 1. The Pressure to Succeed.

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Shaping the New Sales Cycle

Joellyn Sargent

The New Sales Funnel. Companies decided which products or services they wanted to promote, then their Sales and Marketing teams went to work to build awareness, create interest and drive demand. Now customers move themselves through the sales cycle, gathering information online, doing research, reading reviews, and so on. If and when a sales rep gets involved, it’s often much later in the sales process. Sales as Sherpa.

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“Blue Collar” Sales and Selling

CaseInterview.com

I find the prejudice against working in sales incredibly ironic. It’s sales too. The VP of Marketing is selling the executive team on a new marketing strategy. There are only two unanswered questions that remain: 1) Whether you like the idea or not, will you accept and embrace the idea that you are in everyday sales situations more than you realize? 2) Will you decide to improve your sales skills, or not?

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Tips on How to Sell Consulting Services Without Giving Away Everything During Pre-Sales

Steve Shu Consulting

A lot of consultants fear that they will give away too much in terms of advice during the pre-sales process. Keep your pre-sales activities pretty tight. For example you might limit your pre-sales sessions to 2 to 3 meetings of 1–1.5

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Product Training versus Sales Training – Which Matters Most?

LSA Global

Product Training Versus Sales Training – Which Matters Most? Many of our clients who are moving from selling products to selling more complex solutions struggle with the concept of product training versus sales training. Product training versus Sales Training?

4 Field-tested Steps for Better Sales Planning

LSA Global

High Performance Sales Needs High Performance Sales Planning. If you want better sales performance, you need better sales planning. The goal for most sales teams is pretty straightforward – grow profitable sales. 4 Steps for Better Sales Planning.

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Missed Sales Opportunities? Read This

LSA Global

Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities. We are often called in to help clients improve the revenue, margin, win-rate, portfolio mix or retention of their sales force.

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Reframing Sales Effectiveness

Strategy+Business

Aligning Strategy and Sales is the best sales book of the year--and one that senior executives should read

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2 Tips For Asking Good Sales Questions

LSA Global

Asking Good Sales Questions Matters. Afraid of Asking Basic or Challenging Sales Questions? Two Tips for Asking Good Sales Questions. Good sales questions convey your commitment to getting the information that will help you help the customer succeed. #1.

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A Stunningly Simple Secret to Improve Sales Success

Joellyn Sargent

If you could invest just a few hours to dramatically improve the results of your sales efforts, would you? This is the person who’s head starts nodding in approval when your sales team tells their story, because it aligns so elegantly with their own issues, concerns and objectives.

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Growth Strategies

Tom Spencer

Growth strategy begins with identifying the source of the problem – you will want to look at customers, products, the company and its competitors. They want to develop a growth strategy for the next five years.

Perspectives on “The 24-Hour Customer” (Strategy, Marketing, and Innovation Book) in Context of Marketing Segmentation

Steve Shu Consulting

From a strategy perspective, the approaches are well-structured and remind me of timeless, Michael Porter-esque classics. If you started with the “who” dimension, you might start with a marketing segmentation strategy that is focused on middle-class families in a metro area. Adrian C.

4 Goals and 3 Sales Questions for Every Client Meeting

LSA Global

Sales Questions for Every Client Meeting. Today, sales presentation skills are less important than being proficient at the top three types of sales questions that matter most for every client meeting. What Sales Experts Say. Sales is About Them, Not You.

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How to Convert More Sales Prospects Using MQL and SQL

LSA Global

Sales and Marketing Leaders Want to Convert More Sales Prospects. Too many sales and marketing leaders treat all leads with the same amount of time, attention and effort. Defining Marketing and Sales Leads to Convert More Sales Prospects. The Job of Sales.

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3 Factors that Can Help You to Optimize Sales Success

LSA Global

Optimize Sales Success. Just casting your line to snag any client as they happen to swim by is no way to run a sales team or to optimize sales success. It may be the way to run a kid’s lemonade stand but not a high performing sales team. llocating Sales Resources.

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Why Your Strategy May Fail

LSA Global

Do You Know Why Your Strategy May Fail? Not all strategies lead to results…even the best laid plans may not yield the outcomes you hope for. Only 10 Percent of Strategies Get Fully Executed. 9-out-of-10 strategies fail to meet expectations.

The 5 Top Sales Techniques that Matter Most

LSA Global

What Are the Top Sales Techniques? As a sales leader, this is the question you should be asking…what are the traits and behaviors that distinguish top solution sellers from average producers? Five of the Top Sales Techniques. You (and your sales forecast) will be glad you did!

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How to Start a New Sales Territory to Beat the Competition

LSA Global

Start a New Sales Territory. Being asked to start a new sales territory is often full of opportunities and challenges. Start with Strategic Sales Clarity. It is up to you to do research on where the opportunities lie and who to contact first.Begin with your sales leader.

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The Top 7 Pre-Call Sales Planning Meeting Questions

LSA Global

Pre-Call Sales Planning Meeting Questions Matter. The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Because sales reps who prepare by knowing the answers to critical pre-call sales planning meeting questions are more likely to add value, handle objections and secure the next steps required to move the sale forward. Buyers Expect More from Sales People.

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Doing Solution Sales Training Right Keeps Your Pipeline Filled

LSA Global

Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting.

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4 Elements to Ensure Strategy Aligns Behavior

LSA Global

When Strategy Aligns Behavior. A clear, well understood strategy aligns employee behavior within the priorities of the business. When Strategy Does Not Align Behavior. Just think what can happen when the strategy is unclear, unsupported or too far-fetched.

What Sales Teams Should Do to Prepare for the Next Recession

Harvard Business

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. Zero-base sales capacity. Amplify low-cost sales channels. Photographer is my life./Getty

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Need Clients Now? 5 Strategies to Quickly Get More Consulting Clients

Consulting Matters

So forget sales - let's master partnership set up: First, guide your future client towards articulating and quantifying their business performance gaps and the value they hope someone like you can bring to the table.

Strong Home Sales? Price Mismatch?

MishTalk

Economists are bubbly over home sales, especially existing home sales that came in at the top end of the Bloomberg Consensus range of 5.3 There's plenty of life in the housing sector with existing home sales up a stronger-than-expected 2.0 months at the current sales rate vs 4.9

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Book Review of “The New How” (Business Strategy Book)

Steve Shu Consulting

It is atypical for me to write a book review for this blog, but Nilofer Merchant’s “ The New How: Creating Business Solutions Through Collaborative Strategy ” is very respectable contribution to both audiences of this blog and the process of strategy development in general.

What the future science of B2B sales growth looks like

McKinsey

Companies that lead in B2B sales follow a three-pronged strategy to drive above-market growth. Our Insights

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Building a Direct-to-Consumer Strategy Without Alienating Your Distributors

Harvard Business

These relationships can create efficient new sales channels and powerful feedback mechanisms or unlock entirely new business models. We frequently find that executive teams understand the potential of a reinvented distribution strategy; however, they are unclear on how to proceed.

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Doing Solution Sales Training Right Keeps Your Pipeline Filled

LSA Global

Solution sales training experts agree that sales performance pressure never stops. But solution sales training experience tells us there are ways to make your job easier and keep your pipeline filled with real opportunities even while you spend less time prospecting.

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Using a “Frontier Chart” to Evaluate and Plan Project Portfolio Strategy

Steve Shu Consulting

Consider using frontier charts and thinking about platform strategies (the latter which may be topic for another post). Business Development General Management Intrapreneurship Management Consulting Sales And Marketing Ventures & Entrepreneurship Innovation Project Portfolio Strategy

2 Techniques to Create Realistic Sales Targets that Drive High Performance

LSA Global

Sales Leadership Techniques To Tell if You Have Realistic Sales Targets. Sales strategy accounts for 31% of the difference between high and low performing sales teams. Setting realistic sales targets that drive higher performance is no easy task.

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Porter’s Generic Strategies

Tom Spencer

Three strategies to achieve above-average performance: cost leadership, differentiation, and focus. In order to understand Porter’s Generic Strategies, it is helpful to take a step back and examine the two things which determine a firm’s profitability in the long run.

7 Creative Ways to Boost E-commerce Sales

Tom Spencer

Here are 7 e-commerce marketing techniques to boost your online sales. Although 82% of B2C and B2B companies use email marketing strategies, only 28% of consumers actually wish to receive promotional emails more often.

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Clear Business Strategies Set You Up for Success

LSA Global

Our organizational alignment research found that clear business strategies account for 31% of the difference between high and low performing companies. It is your corporate strategy that delineates the clear and compelling choices about where to play and what actions to take.

Using Analytics to Align Sales and Marketing Teams

Harvard Business

At the same time, the software company has wasted time and resources on duplicate, uncoordinated, and ineffective marketing and sales outreach. Companies need an orchestrator to ensure marketing and sales outreach is well-coordinated and aligned with customer buying needs.

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Sonic Automotive Sets Its Sales Strategy on 'FIRE'

1 to 1

While sales teams are an important driving force for profit in organizations across all industries, Sonic Automotive recognized that most are rarely given the tools necessary to achieve success.

Untapped Sales Intelligence – 3 Steps to Learn from Sales Wins

LSA Global

Does Your Team Learn from Sales Wins? Many high performing sales teams learn from sales losses and projects that go awry. Most experienced sales leaders and coaches are adept at post-loss reviews and uncovering what went wrong to improve future close rates.

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Strategy for Success—Why Growth Is Not an Option

LSA Global

Can you think of any strategy for business success that does not depend upon growth? Today, a successful strategy often requires dedicated internal and external partners. Grow in the right direction for the right reasons with the right strategy and success will follow.

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