Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Which is helpful…but not enough. The primary “gap” in their version is the orientation […]
Category Archives: Consultative selling
What Constitutes a World-Class Sales Organization
I was asked recently by a long-term client, “What makes the difference between an average sales organization and one that is world-class?” Great question – and one that deserved some forethought to answer. So, after a few long flights and a couple of days of contemplation I shared the outline below with him. I’ll be […]
Root Causes of Losing Deals You Can’t Afford to Lose (2nd in a series)
Losing is not a one dimensional challenge. The problem is almost never just a coaching problem. You can’t just focus on developing tools and tactics to defeat your most formidable competitor and then “hope” your win rate rises dramatically.
Deal Coaching is a Lost Art – First in a Series
Based on these three dimensions and some well-respected research on the topic, I can say with conviction that effective deal coaching is a lost art
Stop Selling…Become a Subject Matter Expert (SME) Instead!
If you want to build trust and make the prospective client comfortable in confessing their business challenges in order to help them solve these challenges, become a SME on the broader context of your business and your client’s business challenges and the client will ask you for help instead of you asking the client for an order!