Managing Longer Sales Cycles in Tougher Times
These days, sales are taking longer than usual. With inflation, higher interest rates, and shrinking budgets, buyers are more careful, focusing only on must-haves. Sales professionals are noticing the effects — more delays, more objections, and fewer big-ticket purchases. The challenge isn’t just the extra time it takes to close a deal but also the fact that deal sizes are shrinking as companies cut spending wherever they can.
How to Ask Better Questions in Sales
In the realm of sales, success hinges not merely on the products or services one offers but significantly on the strategy employed to engage and understand potential clients.
One pivotal aspect of this strategy is the Art of Questioning.
Strategic questioning can transform a mundane sales conversation into a powerful dialogue that uncovers needs, builds trust, and ultimately closes deals. This blog delves into the essence of effective questioning strategies, drawing insights from 30+ years of experience as a sales leader, and a plethora of real-world examples.
The Importance of Creating and Maintaining a Sales Playbook
Imagine setting off on a road trip without a map or GPS. You might reach your destination, but it would likely involve a lot of wrong turns and wasted time. A sales playbook is your map. It guides your team through the sales journey, providing clear directions and strategies to navigate obstacles and reach your goals efficiently.
Not winning enough NEW business?
Sales is the lifeblood of any business, and winning new deals is crucial to achieving growth and profitability. However, if you're facing the challenge of not winning enough new deals, it can be frustrating and demotivating.
The good news is that there are steps you can take to address this challenge and improve your sales results.