article | May 21, 2017
How Top Sellers Keep Winning
Great sellers repeatedly grill themselves with two questions:
Use the Buyer Alignment Guide to create razor-sharp execution for your entire team. Protect your B-Players from hope, the great thief of valuable selling time. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. Leverage the How to Make Your Number in 2018 to access a revenue growth methodology to hit your number quarter after quarter, and year after year.
Sales processes are as numerous as stars in the heavens. Here’s what top sellers do, along with some tips for how your team can emulate them.
You intend to help a prospect capture opportunity or solve a problem. You need problems or opportunities that:
You will ante up some time, but you need evidence that prospect investment isn’t lagging far behind. The best evidence of prospect investment is sponsorship for your efforts.
A Sponsor has sufficient spend authority to buy your offering. No spend authority, not a true sponsor.
Seek a Line-of-Business executive who could benefit from your efforts. Note: I didn’t say CXO. Especially in large firms, they are often too hard to reach and seldom necessary.
Here are two keys to enrolling a Sponsor:
If your offering includes technology, you probably need an IT leader in the boat, too.
The “meat” of complex sales is discovery. If you aren’t doing discovery, you are:
Prospects can do 60% of the buying process without you. But that doesn’t mean you should let that happen! The earlier and often you do sponsored work, the more you:
Discovery targets problems you can help solve, and:
Three words sum up the magic here: Transfer of Ownership.
Your customer must:
How many times have you seen an ROI analysis flop?
Your deal went into stall mode despite an outstanding ROI. What happened? 95% of the time, one of three culprits prevents closing deals:
Map your best selling tactics guided by the Buyer Alignment Guide. Make sure you’re razor sharp.
Have expectations gone up and left you wondering if you can make your number? Here is a tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:
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