How to Get Technical Salespeople to Sell

Selling a highly technical product or service requires a certain skill set: one that ties a deep understanding of the features of the offering with the ability to persuade prospects and customers to buy by presenting the benefits of the offering.

The challenge? Many technical salespeople tend toward “feature dumping” instead of building value in the mind of the buyer.

Let’s take a look at why that happens…


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What’s the Difference Between Price, Budget and Perceived Value?

In many of our sales training programs, attendees will ask us: “What’s The Difference Between Price, Budget and Perceived Value?”

When it comes to the concept of price in sales, there are actually three principles that guide customer behavior…


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The Death of “Good Ole Boy” Selling

Sales professionals in the old days had a much different relationship with their customers. In previous generations, selling was more about whom you knew than what you knew. A strong relationship with customers and a few gifts such as golf tournament tickets, fishing trips and the lowest price simply won’t cut it anymore.

Today’s salespeople face a much different selling environment and the days of “whiskey and ticket selling” are fast coming to an end.

The rise of the Internet combined with an economic recession has led to the death of “good ole boy” selling, which is a good thing for the new generation of sales reps who want to prove their skills based on merit and not previous relationships.


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How to Get Salespeople to Sell into a New Market

In the face of a rapidly shifting marketplace, companies – and sales teams – are having to change focus…fast. Oftentimes, the reason for such a shift involves a “go to” market going away. This often means moving your focus into a new, untapped market. When considering how to get salespeople to sell into a new market, managers need to stress the potential value of the markets they want to expand into and provide incentives for territory development. Planning is key. When reps feel unsupported or ill prepared to attack new segments, launch new products, etc., the chances of a successful shift diminish.


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The Key to Giving Your Company Culture a Sales Mindset

All parts of a business are important. From customer service to marketing to accounting, a company needs to be able to handle responsibilities across several fields in order to succeed.

However, for businesses that want to maintain long-term success, the most important area to be strong in is sales. Mark Cuban, billionaire entrepreneur and owner of the NBA’s Dallas Mavericks, told Reddit recently that sales are the most important element of small businesses. As Cuban put it, “No sales, no company.”


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7 Ways to Evaluate the Sales Hiring Process

Our research tells us that only 41% of senior sales leaders have confidence in their organization’s ability to attract, hire and retain top sales performers, yet many front-line hiring managers rush to fill open sales positions.

To make sure the sales hiring process inside of your organization ensures you only hire top-performers, senior execs must provide a multistep roadmap for hiring…and hold managers accountable to it.


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How Buyers Stiff Arm Salespeople Into Cutting Their Price

Buyers can pull some pretty dirty tricks when they’re trying to push salespeople into cutting their price. They don’t want to overpay, want to look good to their boss and many actually get paid based on how much they save.

While there are literally dozens of tactics these folks use to manipulate sales reps into cutting their price, one of the most easily recognizable is the “Stiff Arm” tactic.


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True or False: Anyone Can Sell In The Right Environment

One of the most common misconceptions about the world of sales is that salespeople are born, not made. It is true that some people are more naturally inclined to be successful salespeople than others. However, the important thing to remember as a sales manager is that almost anyone can sell in the right environment.

These tips will help you learn how to train anyone on your sales team to be successful at selling.


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Guaranteeing You Have Top Performers On Board: The 3 Best Interview Questions To Ask Sales Candidates

Identifying, interviewing and hiring the right salespeople is one of the most difficult elements of a sales manager’s job.

One of the easiest ways to separate the poor sales performers from the good ones is to ask the right questions during their initial interview. Solid, proven interview questions to ask sales candidates will help you understand what kind of person they are and how well they will fit into your company’s culture.

Asking these three questions will help you be certain that you only hire top performers.


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Tired Of The Typical, Boring Sales Meeting? 9 Tips For Holding Productive And Successful Sales Meetings

For many salespeople, the phrase “sales meeting” conjures up dreadful images of long, boring sessions of listening to managers talk endlessly.  Fortunately, with some effort there are ways to hold productive and successful sales meetings…


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Sales Managers Aren’t Coaching? Here’s Why.

Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren’t coaching – because they don’t know how – they tend to get caught up with blaming their reps for failures on the part of the sales team instead of looking at themselves.

There are three elements of success that sales managers must incorporate into their work if they want a high level of performance from their sales team.


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Motivating Your Salespeople. It’s Not All About The Money.

While money is often the main motivator for sales professionals, there are other elements involved in motivating your salespeople as well. Not every sales manager understands these motivations, but if used properly they can take a salesperson’s performance to the next level.

Check out these 5 strategies for motivating your salespeople in ways OTHER than money…


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Are Members of Your Sales Team Communicating 15 Different Messages?

Are members of your sales team communicating 15 different messages? Here’s how you can go about improving consistency in sales organization messaging.

Having a consistent sales message is one of the most important elements of success for your sales team as a whole. You need consistency in sales organization messaging so that your customers get the same message from everyone at your company with whom they interact, thereby creating a strong impression of your brand.


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What Happens When Your Salespeople Are Price-Buyers?

It’s not unusual to find salespeople who think price is more important than other factors when it comes to a customer making a purchase decision, especially when that salesperson is a price-buyer in his or her personal life.

Here are 2 reasons why price-buying salespeople will kill your margins…


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How to Build a Sales Coaching Culture

A Strong Sales Coaching Culture Starts at the Top

The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things:

1. Ongoing training
2. Allowing the sales managers the time and latitude to get into the field and
3. Communicating that sales coaching is all about growth and improvement performance, not eliminating people.


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6 Problems Caused By High Sales Turnover

Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you’re experiencing exorbitantly high sales turnover, it’s even worse.

Sales organizations, like any other organization made up of human beings, will experience personnel change. With people changing not only jobs, but entire careers multiple times in their lives, this is to be accepted, anticipated and factored into the equation. Too radical a situation at either end of the spectrum is a real cause for concern.


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Why Top Sales Reps Don’t Always Make Good Sales Managers

Perhaps the most common error made by organizations trying to fill sales management slots is the tendency to promote a strong sales performer into a sales management role.

In some cases, the salesperson who is appointed to be sales manager is the last one standing after the smoke has cleared. In organizations with high turnover this is far more common than in ones with a lower loss of personnel.

With those having lower turnover it may not be the last one standing who becomes the sales manager, but the one with the most tenure or highest sales volume. Unfortunately, neither of these scenarios necessarily yield the best candidates for this difficult, demanding job, either. In fact, it is rare when they do.


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12 Reasons For High Turnover In The Sales Department

Salespeople must be hired with caution, launched with clarity and the under-performing ones replaced with dispatch.

The essence of this rule lies in the speed of hiring and the speed of firing. They both need to move at their own proper speed. The correct speed? Hire more slowly and fire more quickly. The real-world? Sales organizations hire too fast and fire too slow. They have the whole thing backwards. The inevitable outcome? High turnover in the sales department.


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5 Things To Avoid When Setting Sales Goals

5 Things To Avoid When Setting Sales Goals

Sales success is ultimately based on achieving a set of pre-determined sales goals or objectives within a prescribed time frame. The most successful sales leaders understand that they and their salespeople must jointly work together when setting sales goals that salespeople will be committed to achieving.

Old school sales leaders have a tendency to tell salespeople what they are supposed to do when setting sales goals. They mandate quotas, sales targets or goals.

The result?…


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3 Ways To Develop A Positive Relationship Between Sales and “Everyone Else” Inside Your Organization

Sales reps are typically not the most popular people in the world.

It’s not their fault, but is rather the result of years of built up social stigma in society. Nobody likes to be sold to, so people tend to be on their guard around salespeople. They’re naturally distrustful, if not openly hostile. This makes it difficult enough for your team to do their jobs successfully, but their job is to overcome such adversity, so they soldier on…


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