Blogs

Read expert insights on value management, ROI selling, and boost your sales team’s performance with fresh content from the best minds in the field.

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Six Traits of Successful Sales Professionals

Everyone involved in developing and managing a sales team has asked themselves the nature or nurture question: are top sales professionals made or born? Do we need to recruit for innate qualities or can we cultivate the right skills and provide the right tools to build a first-class team? Based on my experience, the answer lies somewhere in the middle: someone with the right personality and spirit certainly has a head start, and everyone’s effectiveness can be enhanced by training, tools, and structure.

Value-Based Selling: 5 Ways to Sell Value Rather Than Price

Value-based selling is the art and science of getting customers excited about the outcomes your products and services can deliver for them.  This approach helps you avoid getting stuck in the weeds of positioning your products through the usual competitive price and feature comparisons.

ValueCore & Intellicap come together to operationalize a value selling framework

To serve the global community of B2B sales and marketing leaders who are committed to the quantification of the value of their solutions, ValueCore (formerly known as ValueCore) and Intellicap are partnering together to deliver end-to-end value consulting services and a SaaS platform for value management.

Failure is Part of the Journey

I just finished reading a book by Jia Jiang called Rejection Proof, How I beat fear and became invincible through 100 days of rejection. The basic premise was that Jia would put himself in situations where he would get rejected and then discuss what he learned. He did crazy things like borrowing $100 from a stranger or asking the Southwest Airlines flight attendant if he could make the announcements. Each time he got rejected, he learned something and shared his knowledge.

Staying Aligned With the Buyer’s Journey

Misalignment between the buyer’s and sellers’ processes is a major issue for today’s sales professionals. Life has changed for both buyers and sellers due to COVID-19. Many organizations added several steps around the financial impact of a strategic buying decision. In addition, buyers have taken into consideration more risk mitigation steps and inserted a lot more time for due diligence. As a result, buyers are simply more careful and more apprehensive when it comes to making strategic buying decisions.

Bringing a Prospect to You

Your sales professionals continue to build their pipeline by following up on company-generated leads and contacting existing customers. However, they become frustrated by the limited access they have to decision-makers. Each day begins with a call list of potential prospects (targets) received from corporate marketing. With each call, they carefully enter the date, time, person they tried to contact, and the call’s outcome into the corporate SFA system. Too often, the sales professional gets a voice-activated system and/or voicemail. There are times when an administrative assistant will screen the calls.

To Succeed in Sales, Speak Your Prospect’s Language

Let's say you are the world's greatest sales professional - so good in fact, your company feels that you are the right person to expand the organization's market share outside the USA, starting in France. This is all great until you arrive in Paris and discover that the language gap will be a bigger problem than anticipated.

How to Build a Value-Based ROI Presentation

Building a value-based ROI presentation doesn’t have to be hard.  Follow these easy steps and you’ll soon have a presentation that sales reps can consistently use to present the quantitative value of your solution in an engaging, collaborative way.

Why Discovery Isn’t Enough to Drive a Sale

What is the future of business-to-business selling? Even before the events of 2020 shredded business models and projections, too many companies had overpromised and underdelivered across industries, including communications, healthcare, information technology, and financial services. Buyers have been rocked by the combination of uncertainty, government regulation, a struggling economy, and limited resources.

The Missing Piece in Value Selling

Do you really know what your prospects are looking for? Do you know why they’re looking in the first place? Were you told by your development group or marketing department why your prospects buy products and services like the ones you sell?

Cloud-Based ROI Calculators Bring Decision Makers to You

The challenges of chasing leads and building pipelines in today’s business environment sometimes make me wonder why I ever chose sales as a career—we all follow up on company-generated leads and contact existing customers. Sometimes we even resort to cold calls. For each call, we carefully and conscientiously record the date, time, person we tried to contact, and the outcome of the call in our company CRM system. A quick review confirms our feeling that, all too often, we’ve only managed to connect with a voice-activated system and/or voice mail. It can get so bad that the human contact of having an administrative assistant screen our calls can be gratifying. The common theme is the damned difficult time we have getting access to decision makers. 

Tough Questions Sales Professionals Must Ask...and Why

Every successful sales process needs to start with what might be called the “tough questions.” You know them—questions that are so direct they make you sweat and shake in your shoes, that can make you so uncomfortable you’re wary about asking them.