This is a subject that is very important in today’s ultra-competitive marketplace. A lot of times when we talk about competitive strategy, the conversation eventually devolves into a discussion of, let’s say, military strategy, where we have two competing armies on a battlefield, although I don’t think that winning business is necessarily just beating the competition. Sometimes I even like to say that if your goal is to simply beat the competition, then you’ve already lost. What we need to think about is helping the customer. To use that military illustration, one thing I have found helpful for salespeople to think about when preparing to compete is what ground on that battlefield they want to occupy and defend. In other words, what is your competitive position going to be? I want to share with you today several different positions that you may take up, occupy or defend as a way of winning business against competitive forces that are aggressively pursuing business themselves. (VIDEO INCLUDED)
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We are often asked about the best ways to get through to hard to reach prospects. They might be hard to reach because they are at a bit of a higher level in your customer’s organization than you usually call on, they might be protected by an executive assistant or two, or they may be the type of people that are fairly unresponsive to some of your outreach. (VIDEO INCLUDED)
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Today I'm really excited to talk about how you maximize your sales performance. This a topic that deserves more than just one segment and in fact we’ve got a whole section for this, and we’ll be talking about this several times as we roll through this series. Let's address the first piece about how you maximize your performance. (VIDEO INCLUDED)
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Today we're going to talk about how do we invest more of our time and spend less of it. When it comes to money it's really easy to see the difference between spending and investing. We spend money on lots of things; we spend money on cars, on vacations, on clothing and food and a variety of things that we have to buy. But there's a big difference between spending money on things that we need or that we want, and investing money. When we invest money the expectation of course is that we're going to buy something that is not only going to hopefully retain its value, but it's actually going to appreciate in value over time. So, we invest money in let's say a house. And while we own that house hopefully the value of that house increases and it's going to be worth more when we're done. We invest money in stocks or bonds or precious metals or something expecting that we're going to retain our investment, our initial principal, and get some return too. But let me ask you: do we think about how we spend versus invest our time? (VIDEO INCLUDED)
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You could also phrase this question as, “how do I increase my opportunity win rate or my closure rate?” The main problem is that many salespeople don’t put themselves in a position where they can close business. By that I mean that we make several mistakes along the way that put us in the position where we can’t ask for closure. There are a number of things we have to do to increase the likelihood of being in a position to close. (VIDEO INCLUDED)
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Some prospects are just harder to reach than others. Sometimes it's because they're at a higher level in your customer’s organization than you usually call on, or they're protected by an executive assistant or two, or they may be the type of people that are fairly unresponsive to outreach.
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There’s a lot to be said about this topic so I’ll only cover a small portion of it in this video segment, but I’ll cover a few things about how to structure your sales proposal to make it more compelling, more interesting, hopefully make it more valuable and more likely that your client will want to move forward with it. (VIDEO INCLUDED)
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I think we'd all like to have more opportunities in our pipelines. Some of you are fortunate to be getting new leads on a regular basis from your marketing departments or other sources, but for lot of us in the selling profession we have to find our own leads.
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