Sales Process Archives - Page 2 of 8

Maybe It’s Your Sales Approach Getting You Treated Like Just a Vendor and Commoditized?

Presentations & Proposals, Sales Process, Select / By Mike Weinberg

I get it. The “system” seems to be set up to commoditize sellers. There are procurement people with letters after their names that specialize in a special form of torture. Dreaded RFPs. Invitations to come do your Dog and Pony Show or present a capabilities overview. Buyers who seem disinterested in why and how you, your company, and your …

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2 Contrarian Tips to Close More Deals Faster Plus an Incredible Online Sales Summit

Sales Process / By Mike Weinberg

Several of my favorite go-to sales guru friends and I (the usual gang who’ve being doing webinars together lately) were asked to contribute a session the Sales Kickoff Summit 2016. It’s a HUGE two-day event featuring more than 30 sales experts and we were happy to lend our support, names, and ideas. Here’s the question …

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Upgrade from Vendor to Value-Creator to Acquire New Customers and Close Deals Faster

General, Prospecting, Sales Process, Video / By Mike Weinberg

Salespeople face the harsh reality today that many prospects and customers treat and view them as nothing more than mere vendors. In many cases, it’s not the salesperson’s fault. The prospect’s system, buying process, or procurement department are all set up to diminish the seller’s opportunity to create value and differentiate him/herself. It’s the reality …

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Bad Things Happen When You Turn Discovery Sales Calls into Presentations

General, Presentations & Proposals, Sales Calls, Sales Process, Select / By Mike Weinberg

Readers, be warned. I am angry and frustrated from seeing way too many initial/discovery sales calls/meetings that are supposed to be dialogues turned into presentations. Point to all the insight selling data you want. Quote the (great book) The Challenger Sale all day long. Yes, we need to bring value to sales calls and be prepared …

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7 Real Sales Issues I’m Tackling with Real Companies Right Now

General, Leadership & Management, Sales Process, Select / By Mike Weinberg

Since returning from vacation, it’s been a whirlwind… kicking off a handful of new consulting clients, wrapping up a longer-term engagement, and leading New Sales. Simplified. workshops in several cities across North America. In my last post I promised to share the real-world sales issues I’m seeing and tackling in various companies. While these clients …

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We Can Find Your New Business Development Sales Problem Right Here

General, Getting In, Prospecting, Sales Process, Sales Weapons, Targeting / By Mike Weinberg

Sales is simple and so is developing new business. Your business may be complicated but selling is not. I get concerned when a struggling salesperson or sales leader starts a conversation by explaining how complex it is to sell his services/product/solution. Typically those who tell us how complicated selling is are either confused themselves or using …

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Telephone Prospecting Tip: Sell the Meeting Not Your Solution

Getting In, Prospecting, Sales Process / By Mike Weinberg

It’s been encouraging to see the phone making a comeback as a new business development tool. More and more sellers are getting serious about generating their own leads as they’ve realized that, in spite of the social selling “experts” dangerous preaching that everything has changed, prospecting is not dead at all. In fact, it may …

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Two Powerful Sales Team Leadership Success Tips from Jim Harbaugh

General, Leadership & Management, Sales Process / By Mike Weinberg

Happy New Year to you and your sales team! If you are feeling anything like I am, you are raring to get after it. Last week we took our traditional brief after-Christmas vacation, and while we were away I dove deep into goal setting for 2015. I got so excited about my plans and the possibilities that …

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Reap the Benefits of Selling with an Abundance Mentality

General, Getting In, Prospecting, Sales Process / By Mike Weinberg

It’s been an incredible year! I hope you feel that way, too. Recently, I spent time with two particular clients who would agree with that sentiment. These two companies could not be more different. One is a large global organization that I’m precluded from discussing publicly (but what I will offer is that I’m glad these …

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Sales Process