Selling Power的动态

Discounting does not drive urgency in a deal. Pricing does not drive urgency in a deal. Your boss does not drive urgency in a deal. Urgency in a deal happens when you ask the right questions in discovery. Some of those questions should adddres if this is a problem big enough to the business to solve and what is the compelling event driving the timeline to solve it. From there you hold your prospect to the timeline. Sometimes, you can tighten up the timeline by providing additional services or discounts (as long as you are willing to pull them once the timeline expires). These things don't happen until AFTER the prospect has agreed to move forward with you. Post inspired by Michael Shields post this morning talking about this from a Procurement perspective. Michael is definitely work a follow if you aren't following him yet to get the skinny on what goes on from the Procurement side of things. __________________________________ The next cohort for the Top Software Sales Performer Program for Women starts January 29th, 2025 and spots are already filling up! I have a November bonus for the first few women who join which includes some bonus 1-on-1 sessions between now and the course start to make sure you close out this year in with the HIGHEST number possible. DM me for details.

Up next on our journey is a brand new SPIFF Idea #3: Strategic Account Bonus SPIFF Strategic Account Bonus SPIFF is a specialized incentive program designed to motivate and reward sales teams for successfully closing deals with big clients or strategic accounts, bringing in substantial revenue and prestige to the company. ???? How it works Elevate your sales strategy by focusing on big clients – set specific goals, attach enticing bonuses to closing deals with strategic accounts, and empower your team with targeted training to navigate the complexities of such high-stake transactions. ???? Benefits of Strategic Account Bonus SPIFF: ?? Revenue Boost: Closing deals with big clients can significantly elevate company revenue. ?? Prestige and Recognition: Success with strategic accounts enhances the company's prestige and brings recognition. ?? Strategic Momentum: Focusing on strategic accounts aligns sales efforts with long-term company growth objectives. Why consider Strategic Account Bonus SPIFF? High Rewards: Landing big clients leads to substantial financial rewards and industry recognition. Motivational Edge: Sales teams are driven to excel when pursuing prestigious accounts with higher stakes. Strategic Alignment: Align sales efforts with the company's growth strategy by targeting high-value clients. Ready to unlock extraordinary rewards by conquering big clients? Read more about Strategic Account Bonus SPIFF in our latest blog! ???? ?? https://lnkd.in/dHAmngDF Stay tuned for new SPIFF ideas every week! ?? It's the practical edge your sales team needs. #SalesIncentives ? ? #ReverseSPIFFs ? ? #SalesStrategy ? ? #BusinessSuccess ? ? #SalesPerformance ? ? #SPIFFs2024 ? ? #BusinessGrowth ? ? #PracticalSPIFFs? ? #SalesSuccess2024? ? #SPIFFSolutions? ? #ResultsDrivenSales? ? #PracticalWins? ? #SalesStrategy2024? ? #SPIFFingUpSuccess? ? #PracticalSalesBoost? ? #SPIFFInsights? ? #SuccessIn2024 #SalesSPIFF #ProductSuccess #SalesMotivation #BusinessBoost #SalesSPIFF #StrategicAccounts #BigDeals #SalesSuccess

Let's explore the difference between value selling and other approaches! ???? In today's competitive marketplace, sales professionals have various strategies at their disposal to win over clients. One approach that stands out for its effectiveness is value selling. Here's how it differs from other sales methodologies: ??Quantifying Value: One key aspect of value selling is quantifying the value proposition in terms of ROI, cost savings, or other relevant metrics. By demonstrating the tangible benefits of their offerings, sales professionals can justify the investment and build credibility with clients. ??Building Relationships: Value selling is about more than just closing deals; it's about building long-term relationships based on trust, mutual respect, and shared success. Rather than focusing solely on short-term wins, value sellers prioritize understanding clients' strategic goals and aligning their solutions accordingly. ??Consultative Approach: Value selling often involves a consultative approach, where sales professionals act as trusted advisors to their clients. By providing insights, guidance, and thought leadership, they help clients navigate complex challenges and make informed decisions. In contrast, other sales methodologies may focus more on volume, price competitiveness, or persuasion tactics. While these approaches may have their place in certain situations, value selling stands out for its customer-centricity, solution orientation, and emphasis on delivering measurable value. At @CBIPLogistics, we're committed to value selling as a cornerstone of our approach. By understanding our clients' needs deeply, offering tailored solutions, and delivering tangible results, we aim to build lasting partnerships and drive mutual success. ???? #ValueSelling #SalesStrategy #CustomerSuccess #BusinessGrowth #FridayMindFuel

This is a good read about how top performers sell. I couldn't help but notice this part below. Understanding customer's industries and business needs are why created Vertical IQ! "....We asked 508 buyers globally what’ll most increase their likelihood of buying from a salesperson. Their first two responses were: 1. If the seller demonstrates a clear understanding of their business needs. 2. If the seller demonstrates a clear understanding of their industry and their competitors."

Is your whole team aligned around your ‘true’ ICP? Great CS teams know the difference between customers that fit the ‘true’ ICP and those that don’t. Sales might define the ICP based primarily on revenue potential. However, this may not necessarily be the right ICP for long-term success. CS should work with sales to accurately define the ICP. Your ‘True ICP’ are the customers with: → the highest lifetime value, → lowest cost to serve, → best retention rates, → and highest revenue potential when factoring in both acquisition and retention. Sales and CS can align on which current strategic accounts fit that profile, and prioritize those customers for retention and expansion efforts. These should also be the types of accounts sales should prioritize for acquisition. When you focus on your True ICP, everything in the business becomes more effective. Let’s keep our Sales and CS teams close. #CustomerSuccess

We thought solution and value selling was enough in our consultative sales process. But it fell short. Despite competitive proposals, we kept coming second for high-value accounts. Our turning point? We shifted to creating?transformations?for potential clients. Instead of focusing only on solutions, we began highlighting big-picture strategies that aligned with our clients’ top priorities and strategic goals. We repositioned ourselves as a partner driving real change. The result? We finally started to consistently land high-value accounts with enterprise companies. Focusing on transformation made all the difference. That’s why the “T” in my?V.I.T.A.L.?method for securing high-value client accounts stands for?Transformation. It’s about creating something truly remarkable for the client. ?? How ready are you to rethink your approach to secure enterprise clients? -------------- If this helped, consider resharing ?? and follow for more insights on high-value sales to drive revenue growth. #CRO #businessdevelopment #sales

2023 did not offer ideal selling conditions, and 2024 does not seem to be much different. The reported average win rate last year was 25-30%. With leaders losing 75% of opportunities, what can be done? 1. Ensure your prospective buyers are qualified. 2. Enable your salespeople to assist your buyers as trusted advisors. Learn more about why you are losing deals and what you can do to get back on track. https://buff.ly/4aiQaRm #CloseYourDeals #SellingCulture #BuyerJourney

As win rates continue to dwindle, avoid making mistakes that will only cause you to lose more deals. The 2 main issues contributing to these staggering losses are unqualified buyers and salespeople who are not seeking to serve. Learn more about these issues and how you can fix them here: #WinRates #SeekToServe

In this edition of CloseMode, Brian Dietmeyer talks with Brad Rosen, President of Sales Assembly, about the distinctive features of enterprise sales. They explore frequent errors in recruiting enterprise sellers, the particular abilities required for triumph in enterprise sales, and the hurdles faced in finding and keeping talent in this sector. Brad imparts his knowledge on the differences between enterprise sales and national account management, highlighting the necessity of distinguishing the support and development of enterprise sellers. Tune in for an informative conversation that illuminates the complexities of enterprise sales and the tactics for fostering achievement in this vibrant arena. https://lnkd.in/eGgCUHuf #enterprisesales #b2bsales #salesenablement #revenueenablement #closemode

How I closed a $12Mln annual contract with a major enterprise account (a while ago) It wasn't just about having a good product or a competitive price. Many products have these. It wasn't solely about presenting a compelling business case. That's a given in any enterprise deal. What set this deal apart was the level of engagement. I was in constant contact with over a dozen people from various departments. It was about understanding their needs, answering their questions, addressing their concerns, and building trust. It was about demonstrating how our product could solve their unique problems and add value to their business. This deal was a testament to the power of relationships in business. It showed that when you take the time to truly connect with your clients, understand their needs, and provide solutions, you can achieve remarkable results. Remember, it's not just about the product, the price, or the business case. People buy from people (even within enterprise accounts) It's about the trust you earn. And it's about the value you deliver. #b2bglobal #sales