Mike Schultz's Blog, page 23

Complimentary Webinar: 20 Sales Tips in 20 Minutes for 2020

With 2020 less than a month away, it’s time to think about what sales success looks like for you in the new decade.

Are changes in buyer behavior affecting your sales success? Are your accounts buying as much or as often as they could be? Are you losing big in negotiations?

[New White Paper] The 5 Most Effective Negotiation Tactics Buyers Use on Sellers

Picture this: You're meeting with your prospect after months of discussions. You have a great relationship. You did facilitated sessions, interviews, and organized a global team for the roll out. If you win, this will be your biggest close of the quarter.

All signs look a-go, but you still have one remaining meeting to work out, according to your prospect, "the key terms and conditions."

You walk into the room and hear…

"I've brought along my colleague, Darth CFO…"
"I can get that signed today if you give us this one last thing…"

Planning to Win: Your Sales Negotiation Checklist

Preparation is often the greatest determinant of negotiation success.

Across negotiation studies and surveys, sellers who get the best outcomes:

Know what they sell
Research buyer wants and needs through sources other than the buyer
Have a keen understanding of the buyer’s day-to-day life and concerns
Prepare for each negotiation with trades, counteroffers, and knowledge of their walk-away points

Who Should Make the First Offer in a Negotiation?

Who should go first in a negotiation when it comes to offering a price, solution, and agreement to key terms?

Do you ask for a budget and then craft what you do from there?

Or do you, once you know what the needs and major parameters might be, suggest a solution and a price before talking about budget?

It’s a common question, one that continues to baffle many sellers. They fear that if they go first, they will leave money on the table, or risk going too high and having the buyer say, “That’s nowhere near what we were thinking,” or anything in between.

Sales Challenges: A Difference in Opinion Between Sellers and Sales Leaders

What do sellers see as challenging?

What do sales leaders see as challenging for sellers?

Where are these two groups aligned in their thinking and where are they divided?

Do these differences matter?

To find out, we asked 423 sales leaders and 129 sellers about the challenges sellers face and compared their answers.

4 Essential Elements of a Winning Prospecting Strategy

There are few areas of selling filled with more uncertainty, challenges, and conflicting advice than prospecting.

Success in sales prospecting requires breaking through the noise to capture buyers' attention and influence them to meet with you. Which begs a few questions:

What does capture buyers’ attention?
Do buyers want to hear from sellers, and if so, when?
How should sellers reach out and connect with buyers?

Sales Rep Onboarding: How Long Does It Really Take?

Finding and hiring new sales talent is a long and expensive process. Once the new rep is hired, it takes time to onboard them. Especially challenging during the ramp-up period is building their knowledge in:

Your customers' businesses—their markets, industries, customers, regulations, etc.
The needs you solve and how to identify those needs

Sales Training Best Practices: What World-Class Organizations Do

In most organizations, it’s easy to make the case that millions, hundreds of millions, or even billions of dollars in financial gain can be had through sales improvement. You can affect growth. You can affect competitiveness. You can affect stock price. These are common leadership priorities.

On-Demand Webinar: How to Inspire Buyers with Ideas, Differentiate, and Win Sales

Sellers who win more often bring new ideas and perspectives to their buyers. In fact, 71% of buyers report that they want to talk to sellers early in the sales process when they are looking for new ideas.

But what ideas inspire buyers? How can you shape buyer agendas for action? How can you differentiate in sales?

Webinar: How to Inspire Buyers with Ideas, Differentiate, and Win Sales

Date: Thursday, October 24, 2019
Time: 11 AM ET
Presenter: Mike Schultz
Cost: Free