In the words of Dilbert creator, Scott Adams, “Change is good…you go first!” For most of us, this resonates. We all want to see it, but many fewer want to do it! In the Sales and Marketing world, the impact of this reality is having devastating effects. The responsibility belongs with Sales and Marketers, but many fail to recognize that their messages don’t suggest any reason for buyers to change from what they are currently doing.
If you are finding your engagement to be low in social channels with the content you are sharing, it’s time for a different approach. Following is a strategy that can help you identify what your audience is talking about, to help produce more relevant content and increase engagement on social media.
Capturing the attention of a prospect has become increasingly more difficult. Following is an excerpt written by Jeff Michaels for WittyParrot’s ebook, “2014 Edition: Expert Prospecting Tips” that addresses a more effective way to engage prospects.
The following article highlights a new rep’s successful transition from Relationship Builder to Challenger, earning him the top sales rep performance for the year. Read more about his insights here…
Repeatable Success is a website dedicated to improving the performance of leaders, teams and individuals in the areas of Sales, Marketing and Leadership. Newly Added Resource… With the article, The Reframe Exercise continually ranking as one of the most popular posts on this site, I thought I would provide you with a resource I use for conducting […]
If you are new to the Challenger and are struggling with the Reframe, this article may be for you. There are two key stages, or ‘frames,’ that are often missing prior to a Reframe that can cause significant problems with your prospects.
Find out how the 3-Minute Rule can provide you with unique insights about customer’s circumstances in concise ways that most other questions cannot…
With the rise in popularity of The Challenger Sale, there is one particular attribute of CEB’s research that has seemed to capture the attention of reps, consultants and sales training companies alike…and that worries me!
Evaluate Your Sales Effectiveness with One Question
Too often, there is one behavior that sales reps exhibit, that completely undermines their effectiveness in closing the sale. Your answer to this one question will help you determine if you too, are at risk of compromising your sales effectiveness.
Does a Challenger Sales Rep Do Demos?
The following article answers two questions — Do Challengers do product demos, and if so, where in the process is the appropriate time to do so?