Building A Powerful Sales Engine
How can your organization improve? Obviously the solution must be right for the market. And a Sales Force Strategy that leverages effective processes (deal strategies, unlying technologies, account management strategies, etc.), an effective sales force and sales support can drastically increase market share and competitive performance. All while increasing margins, shortening sales cycles and building long-term client (not customer) relationships.
Three Ways To Grow Your Business
There are three ways to grow your business: acquire new clients, sell more services and products to existing clients and increase the size of the sale. Which strategy is most effective? It is always easier to sell more to your existing clients and increase the size of the transaction.
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Developing An Effective Go-To-Market Strategy
Many organizations that have underperforming sales do not know where the root cause of the problems hiding. So management makes adjustments in sales, managers, territories and on and on without ever knowing the real issues. This questionaire allows you to diagnose some of the causal factors hurting sales. DOWNLOAD >>
Avoid Product/Services Development Flops
Companies spend thousands of dollars developing a service or product that fails. This tool you will allow you to build a more effective and successful solution strategy. DOWNLOAD >>
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Think In Terms of Clients Not Customers
You may think this is mere semantics, but to be successful in today's market you must think "clients" and no longer think "customers." A client is someone or organization that sees value in what you provide. A customer shops around and sees what you provide as a commodity. The customer's main evaluation criteria is price. A client looks to you as an advisor and protector because of the value you provide.
Look up client in the dictionary.
Segment Your Clients Based On Value You Provide To Them
Align what you do and what the client sees as "value." When you look at your business this way, your relationships deepen and your profits increase. You are not viewed as a commodity, but as a value provider.
Software as a Service (SaaS) Tools:
.: SaaS Market Segmentation Diagnostic - DOWNLOAD >>
.: SaaS Sales & Marketing Strategy Diagnostic -DOWNLOAD >>
.: SaaS Hosting Strategy Diagnostic - DOWNLOAD >>Cold Calling - Is This A Viable Strategy?
Cold calling is all but for the most part dead. It died a little later than when sales professionals walked the halls of their prospective clients and dropped in to say "Hello." Walking the halls and dropping by seems almost ludicrous by today's standards, but isn't that almost the same thing a cold call does? The cold call is an interuption. MORE >>
The next series of books are probably the best books you can ever buy and study on how to sell consulting solutions, complex and strategic services and solutions, etc.
SPIN Selling by Neil Rackham - one of the best books on how to use questions to uncoved the clients real problems. DO NOT be put off bythe title of the book. The title SPIN is an acronym for Situation, Problem, Implication and Need-Payoff. The process of questions is the SPIN process. Replace the word "hardware" that is used in the books with "services" or "solutions" and you will gain a unique understanding. Everyone who I pointed this book to and has taken the time to read it said "Holy cow! Now I know where I was messing up!" No joke. Get it and memorize it!
Major Account Sales Strategy - Also by Rackham (above author). This book teaches you the psychological aspects a buyer goes through in making a purchasing decision. A super great book on how to help the client/prospect develop buying criteria and keep the deal from becoming a price shoot out.
Managing Major Sales - the best book for sales managers who are new and old and who are attempting to define themselves with their sales teams. Another book by Rackham. Rackham studied the psychological aspects of making complex and major sales with IBM, AT&T as well as others.
Strategic Selling- If you combine SPIN Selling (above) with this book, you will have identified 80 to 90% of the reasons why you have lost deals in the past. A great book which is used by almost all of the major companies who sell complex and strategic solutions. Almost every sales training class has copied this book in some form or another. By Miiler-Heiman.
Conceptual Selling - Another great book by Miller-Heiman. It teaches you to identify what the client is conceptualizing as a solution and identify how your services/products help the client attain their vision.
Solution Selling - By Micheal Bosworth. A great way to help the client create a vision regarding their needs and problems.
If you read the above books - four or five times - taking notes, you will become an expert in the field of selling.
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 Joe Murphy has over 25 years of professional sales and sales management, consulting and coaching experience. Former officer and SVP, former Chief Sales Officer (CSO) and former Managing Director, Joe brings a realistic wealth of knowledge and practical application of how to derive more results for your personal sales and your sales and marketing organizations.
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Asking a question at the appropriate time is better than any statement in the consultative sale. By asking well-phrased questions you are able to establish a better position with the client and against your competition.
.: Getting to the Econonic Buyer DOWNLOAD >>
.: Establish Results Questions DOWNLOAD >>
.: Solution Building Questions DOWNLOAD >>
.: Qualifying Questions DOWNLOAD >>
.: Increasing the Project Size DOWNLOAD >>
.: Closing the Sale DOWNLOAD >>
.: Handling Objections DOWNLOAD >>
.: Operational Questions DOWNLOAD >>
.: Where You Stand Questions DOWNLOAD >>
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