A Changing Tide
Sales professionals are increasingly encountering an extremely well-informed buying community that is more often than not looking towards unbiased 3rd party sources or peer groups to validate vendor claims rather than to the vendors themselves. This significant shift in engagement behaviour has far reaching implications on sales strategy as prospects no longer need to identify or expose themselves in advance of a purchasing decision.Read More
Ahhhh….Wait. There’s a delay.
How good is your sales leadership?
Would you like to reduce your cost of sale? Or maybe improve close percentages?
Have you ever had a rep come to you at the 11th hour telling you that a ‘for sure deal’ is delayed because there is another stakeholder on the Buying Side that needs to be convinced?
Why does it happen?Read More
How many times have you heard (or said) these words over the course of your sales career?
With the exception of the past couple years, the ERP/CRM sector has been blessed with a long growth run that produced a predictable stream of engaging prospects looking to either implement or change their business systems. Then all of a sudden the quality leads stopped coming. So what happened? A lot happened; and it will get worse, not better, moving forward.Read More
Optimize your B2B Software Sales
Changing customer buying behavior has resulted in the rapid proliferation and availability of trial engines; publicly available software configured to provide prospects and tire-kickers alike with unfettered access to their full capabilities.
Software publishers and their partner communities have made (and will continue to make) significant capital investments in robust trial engines with an expectation that the trial experience will provide sufficient “proof” and “comfort” to intelligently inform and drive an accelerated decision making process. If only it were that easy.Read More
But really…..asking open ended questions is like table stakes in a poker game; it’s the price of admission and everybody does it.
Using questions effectively is one of the most important skills a sales professional, or a sales leader, can have. It’s also one of the most poorly executed.Read More
Marketing and sales still can’t agree on the definition of a “qualified lead”? End the tension, bickering and unproductive arguments through establishing an objective lead scoring system.
Lead scoring is the answer to multiplying your resources and scaling your capacity while shorting your sales cycle through mining the critical information about each suspect or prospect using demographic and behavioral scoring. (more…)
There are a number of external forces driving the Partner sales community to condense and accelerate its current selling cycles. Decreasing ASP (average selling price) coupled with fewer new opportunities means sales professionals have to close a greater number of transactions in a fiercely competitive market simply to maintain their current income level.Read More
For our purposes, ‘strategy’ means that there’s a plan. ‘Tactics’ means that you’re thinking on your feet.
A sales cycle that includes both is much more likely to succeed than a cycle that relies on only one of them.
Tactics make sales fun. Strategy makes sales more predictable.
Here’s the executive summary – do both; and do them both in every sales cycle. Trust me on this; the sales cycle where you (or your rep) believe that the deal is a ‘slam dunk’ and you don’t need to plan it out…you know the one….at some point you’ll all be “standing around the fax” (or the phone, or your computer….or the mail box) waiting to get the good word, but it doesn’t come and you’ll be wondering, ‘what the heck went wrong?’ If you have a plan / strategy, chances are better that you won’t have to answer that question.
Tactics (especially when not accompanied by sound strategy) can get risky.
So the rest of this blog is dedicated to a true and pretty funny story involving sales tactics.Read More
As you look to the horizon of the small/medium sized business CRM and ERP market it’s hard to miss the dark clouds of change looming in the near distance. The changing patterns in underlying technology will impact how our customers perceive, receive and use the software as well as the services we provide in response. There are great uncertainties about market demand, margins, services, cash flow and the preservation of hard fought market space. There is change ahead as far as the eye can see.
But fear not, there are sunny rays of hope already filtering through the dark storm clouds. Let’s take a look at what this means for Microsoft Dynamics partners.Read More
Don’t be lulled into a false belief that cloud computing is simply an evolution in customer technology consumption; it is nothing less than a transformational shift in the balance of power between buyers and sellers. Sales professionals that don’t understand this change and fail to adapt their prospect and customer engagement models accordingly will find themselves on the outside of a significant customer re-investment cycle wondering why their historical tried and true sales strategies and tactics are no longer effective. Cloud adoption is as much about redistribution of risk as it is about reducing the cost and complexity of technology.Read More