This week we’re going to get super-practical. If you’re in sales, you’ve always dealt with challenges and objections. This is certainly true now that we are in the middle of an economic crisis. How do you sell in this environment? To give some clarity, we’re joined by my friend, Andrea Waltz. She is the author of the best-selling book, Go For No, Yes Is the Destination and How To Get There! You’re going to get a lot from this episode so grab a pen and notepad and let’s join this conversation with Andrea.
Cross-selling to current clients to additional products and services may be the fastest way great companies can grow. According to Amy Gallo, a contributing editor at Harvard Business Review, acquiring a new customer is anywhere from five to twenty-five times more expensive than retaining an existing one!
The old saying is true: it takes more effort to get a new client than it takes to cross-sell a current client. Even better, happy clients create a basis for referrals, helping feed the net-new side of your growth engine. If you are providing great products with a responsive service delivered by caring people, why wouldn’t your clients want to buy more from your organization?
Unfortunately, most companies do not fully optimize their cross-selling opportunities and only drive net-new business. They don’t see that cross-selling to current clients creates low-hanging fruit. As I consult with companies, many begin to realize that if they simply focused on this half...
In today’s conversation, we are going to explore the critical role of sales management. Rene Zamora is the author of Part-Time Sales Management. He helps companies solve the sales management dilemma faced by small companies where the owner needs to play the role of a sales manager.
Rene identifies five core elements of sales management and builds them into a practical system. These ideas are great for small businesses and are also very applicable to anyone in a full-time sales management position.
This week we’re joined by Jim Kahrr, author of The Science of Customer Connections. He is passionate about helping businesses manage their message so they can grow. In the Revenue Growth Engine book, I talk about how the fuel for your growth engine is a message that is focused on your ideal clients and the business outcomes they want to achieve.
Jim’s ideas will help you reshape your message and ensure that everyone in your organization is saying the same thing.
At some point, every salesperson and marketer feels like they are being pulled into the commodity trap with increasing pressure on margins. Amy Franko, author of The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy, shares relevant lessons she learned from her experience in the computer industry. You'll discover new ideas to help you succeed as we explore the five attributes of successful modern sellers.
In today’s economic uncertainty right now it’s more important than ever to be able to clearly articulate value. Today’s we’re going to take a deep dive into how to create and communicate value.
Today, we are going to talk about value with my new friend, Mark Boundy. Mark is the author of Radical Value. He’s a fellow member of the C-Suite Advisors. Most of all, he’s passionate about helping companies understand and articulate their value proposition.
Last week Matt Dixon, co-author of The Challenger Customer, presented data that showed there is an average of 6.8 decision-makers and influencers in a B2B buying team.
This week, Carson Heady, Senior Enterprise Account Representative for Microsoft, takes it a step further. He works in sales environments where not only are there teams on the buyer side, there are also teams on the seller side. He shares field-level strategies to maximize team selling effectiveness.
Carson is the best-selling author of The Birth of a Salesman Series and widely regarded as a top sales influencer.
How do we sell in an economic downturn? The closest example in recent history is the 2008/2009 crisis. During that time, Matt Dixon and Brent Adamson wanted to find out why some reps were succeeding while many failed. This research led to The Challenger Sale and then, The Challenger Customer.
These books are packed with insights on the type of sales reps (challengers) and the corresponding type of buyer (mobilizers) that will drive the most results. In this episode, you'll hear Matt's perspective on what salespeople and marketers should be considering as we work to recover and grow revenue.
After you listen to this conversation, you will enjoy my recent review of The Challenger Sale.
Boil business down to its most basic level and you have two things: people and processes. While marketing and sales teams are usually great with people, they are often like the wild west when it comes to process.
To help, I've invited David Veech to the conversation. David is a systems analysis and process improvement expert. From his time as an officer in the US Army to teaching at The Ohio State University and consulting with many companies as part of the C-Suite Advisors Team, he brings deep expertise that can benefit your marketing and sales team. He teaches organizations how to obliterate obstacles, accelerate innovation, and elevate performance by teaching leaders how to love, learn, and let go.
One of the fastest ways to accelerate your growth is to sell to ideal prospects, the type of companies that are a great fit for your business. Mark Hunter, The Sales Hunter, clearly explains how to build an Ideal Client Profile in his book, High-Profit Prospecting. Mark also has a fantastic new book, A Mind For Sales.
Today, you'll learn about the power of focusing your sales and marketing efforts on ideal clients along with helpful tips to get started.