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5 Steps to Overcome Buyer Perceived Risks to Win the Sale

William Jones August 21, 2015 in Sales Effectiveness, Sales Coaching,, Sales Risk

Today, risk is at the forefront of your buyer’s mind.

Buyer perceived risks are the handbrake on any deal. And if you can’t uncover, address and alleviate those fears, that handbrake isn’t coming off – no matter how fantastic the ride promises to be.

The entire B2B buying process is changing as customers increasingly try to identify risk factors and eliminate unknown variables. What motivates this risk-obsession in the modern B2B decision-maker? 

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Get to Know Your Buyers, Before Your Competitors Do

William Jones August 18, 2015 in Customer First, Sales Effectiveness, Opportunity Management

As a B2B seller, is your favourite word 'I', ‘We’ or ‘You’?

I sure hope the answer is ‘You’ because executives today are frankly tired of hearing salespeople saying ‘I’ and ‘we’ and ‘our’ all day long. 

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6 Health & Fitness Lessons You Can Adapt To Supercharge Your Sales Success

Graham Dando August 14, 2015 in Sales Effectiveness, Sales Process

Getting physically fit and shedding excess weight is a lot like getting your sales team fit for business. We know what we need to do:

  • Follow a regime of activity and exercise
  • Eat plenty of wholesome food, and cut out the rubbish
  • Mix with likeminded folks to share ideas and tips
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When Your Buyer’s Just Not That Into You. How To Neutralize Enemies To Win Difficult Deals

William Jones August 13, 2015 in Political Map, Sales Effectiveness, Opportunity Management, Sales Process

Ever had a promising opportunity fizzle, fade and disappear on you? There’s nothing more frustrating.

In the high-value, complex B2B deals of today, there is always the danger this could happen. To try and prevent this, there are some early critical steps you can take in order to give you the best chance of winning the deal.

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Stop Racing To The Bottom! Start Focusing On Average Deal Size

William Jones August 06, 2015 in Sales Effectiveness, Sales Velocity

A 2013 study by CSO Insights found that the average size of B2B deals dropped by 25% over the previous year.

The report summises that this was probably due to more demanding buyers and higher levels of discounting. Even so, this is a significant drop when you consider the supposed increase in economic confidence during the second half of 2013.

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Sales Managers! Are you making these 5 critical coaching mistakes?

William Jones July 29, 2015 in Sales Training, Sales Coaching,, Sales Managers

In my last post, The 7 Habits of Insanely Successful Sales Managers, I talked about the common mistake of dedicating too little time to coaching. The truth is, most sales managers don’t employ a consistent coaching practice in their business. In fact, 73% of sales managers spend less than 5% of their time coaching. Which is mind-boggling, as there is no more important skill or activity for a sales manager than coaching your people. 

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7 Habits of Insanely Successful Sales Managers

William Jones July 22, 2015 in Sales Management, sales manager

Sales managers have no easy task. You’re responsible for the life blood of your company – new deals, more deals, and better deals. You’re leading a group of very different individuals to perform at their best and beyond. Each alone and as a cohesive sales team.

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5 Crucial Sales Negotiation Lessons From The Greek Debt Crisis

William Jones July 15, 2015 in Sales skills, Sales Training

Next time you’re dabbing sweat from your brow as you enter the hottest point of negotiations in a multi-million Dollar deal, perhaps you can ease the pressure just a little by glancing at a similar negotiations table, where hundreds of billions and the imminent economic collapse of a nation were at stake. That, we think you’ll agree, is real pressure. 

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The Secret Selling SaaS - value vs. product

Andrew McAvinchey July 07, 2015 in SaaS, Software Marketing

Often a conversation with a customer can begin with this question:

“So what is it that you sell, exactly?”

If you sell a technology product, or more specifically, SaaS (Software as a Service), cloud software or anything else that runs in the cloud, sometimes the answer to this question can be a little elusive. Nowadays the most valuable technology companies don’t just sell products. They sell something more.

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Trust Me, I’m A Salesperson

Tim Foster July 03, 2015 in Sales Effectiveness, Sales skills, Sales Process

You’ll notice there’s a common thread that runs through many of my posts. It’s something that’ll seem obvious when I say it, but all too often I’ve seen sales people ignore its importance.

So what is this pearl of wisdom that’s guided me throughout my career?

(Cue drum roll…..)

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