In the opening blog to the series, A Sales Leader’s Guide to Selling Value, we established how value creation selling can enable your business to be viewed as strategic to your customer’s business and enable the creation of mutually beneficial value. The creation of mutually beneficial value can mean competitive advantages for your customers and increased customer loyalty, higher win rates and increased deal sizes for you. In order for your sales organization to execute a value creation selling approach, they must understand what the customer values most.
How often do you ask yourself “How can we strengthen our customer relationships and win more deals?” This blog series explores selling value as the answer to that question. Although there are numerous things a sales leader can do to strengthen relationships and win more deals, creating value for the customer is essential. This blog series focuses on how value creation selling can differentiate your company in the marketplace and support your company in creating measurable and sustainable customer value. It also helps the customer makes decisions based on criteria beyond price that add business impact to their business.
I am frequently asked by customers how they should deploy their sales training initiative. Recent advances in technology have transformed sales organizations’ ability to deliver sales training using a variety of modalities including traditional face to face training, virtual instructor lead training, self-paced learning and even some hot new buzzwords like “gamification.” As a quick aside, including a competitive element in sales performance improvement initiatives existed long before the term gamification was invented to describe it. However, I digress.
When we first started SOAR, one of the first questions I asked myself was: “Why would someone want to hire a sales consulting firm?” Ultimately, companies hire sales consulting firms to improve their results, but in today’s world, there are many different alternatives. Below are 5 reasons to hire a sales consulting firm and why a good sales consulting firm should be your first choice when looking to improve sales results:
We have all heard that markets, customers and our sales environment are changing. Buying behaviors are changing. Customers are changing. Expectations inside the sales organization are changing due to the growing Millennial Sales Force. The ability to be flexible and readily adapt to change is a critical capability to ensure the effectiveness of your sales strategy. This morning, the Atlanta Chapter of the Sales Management Association quarterly breakfast addressed the topic of “Key Trends in Sales Force Effectiveness”.
Why You Should Invest in Key Account Management Now http://rviv.ly/eNsiFx #accountmanagement
Where Formal Recognition Falls Short in Sales Organizations http://rviv.ly/4Gfo7 #coaching #compensation