Effective Sales Messaging
hen a sales team is challenged with a small pipeline, has deals that are getting “stuck”, or is suffering from a high loss rate, these problems are often blamed on “poor sales execution”. However, when you look deeper, it often turns out the problem is not actually execution related - e.g. the sales team is NOT guilty of a lack of activity, poor follow-through, or other effort-related issues. Instead, we often find the cause to be poor sales messaging. Read more…
The Sales Performance Curve
What is the average lifespan of relevant sales knowledge? Given the acceleration of product lifecycles, expansion of competitors, constant churn of industry trends, and global events, the rate of information creation (and obsolescence of old knowledge) has hit what seems to be an unsustainable pace. However, there are some innovative ways to keep your team ahead of the performance curve. Read more…
Accelerated Learning
Most of our clients have a broad product family, a fast rate of new product launch, and limited training time for their sales force. While there are a variety of excellent ways to compress knowledge-transfer and accelerate actionable learning, it is impossible to teach everything relating to a new/updated product to everyone – before some of the content is obsolete. So what is the best strategy for deploying knowledge for new products? Read more…
Digital Playbooks Drive Change
Given the speed at which today’s sales reps must learn and change in order to stay ahead, the timetable for demonstrating measurable results from sales training continues to shorten. Leading organizations are developing and deploying digital sales playbooks that accelerate the learning and application of critical new solution and market knowledge. Read more…
Executive Messaging: Elevation and Timing
In our experience, most executive selling focuses on the elevation of the message, and overlooks the factor of timing. Successful executive-level selling requires alignment of timing as well as the message. The best message focused on the wrong time horizon will miss the mark. Read more…