How High Cost Beats Low Cost (and vice versa)
Competitive industries are saturated with high-cost and low-cost providers.
Regardless of where your solution fits on the cost spectrum, you can win more than your fair share by understanding how to sell against competitors with a different approach.
How to Engage Executives in B2B Tech Sales
You are constantly being told to “sell higher” and involve economic buyers/execs in your deals.
It’s not an easy request for your champion – they risk their reputation when they connect you with an executive.
Here is a three step framework to build their confidence enough to schedule the exec meeting:
Capture (and keep) you buyer’s attention in software demos
This week we are breaking down how to capture (and keep) your buyer’s attention by bucketing your demo into three categories.
Here’s how you can improve your demos by bucketing each feature you show into these three categories:
Accelerating Your Sales Career by “Shifting the Burden”
If pressed to offer universal advice for sellers, I think I’d say, “shift the burden.”
Here’s what it could look like when selling, looking for jobs, and working with your manager:
Defending Unique Product Differentiators
Effectively using unique differentiators can be the difference between winning and losing a deal.
Unfortunately, most AEs use them wrong. Here’s why and how to fix:
A unique differentiator is a feature/solution you offer that your competitors do not.
AEs love to bring these up in sales calls:
Time Kills Deals – How To Increase Deal Velocity
As we approach the end of the year you may be worrying about getting deals closed before end of quarter.
One way to increase deal velocity is to stop looking at the “deal cycle” as a period of time.
Instead of “our typical deal cycle is 3-5 months” think, “our typical deal cycle is 5-7 decisions.”
Here are some of the decisions made in a deal cycle:
4 Essential Reports Account Executives Should Use to Work Smarter
Working smarter AND harder guaranteed my success as an Account Executive. Here are the reports I relied on to work smarter:
1) Priority Accounts
Never waste time wondering “what account should I work today?”
Stop Wasting Time Working Mediocre Accounts
When a new AE joins my group, priority number one is helping them understand how to organize, understand, and optimize their territory for sustained success.
The most common mistake I see is putting too much weight on CRM Data: revenue, employee count, and any “Account Score” calculated by sales operations.
How to Find Your ICP
The market downturn means deal cycles are longer and win rates are lower.
One way to reverse this trend is to only spend your time with your true ideal customer profile (ICP).
Here’s how to find the people that will buy like it’s still 2021:
How to bring up pricing + overcome sticker shock in sales
I’m frequently asked if you should bring up pricing early in a deal.
I think you should almost always bring it up – here’s why: