Problems we solve

The key to fixing low win rates and poor conversion lies squarely in the ability to move salespeople from being product-centric to being problem-centric

By increasing the sales team’s business acumen and their understanding of the buyer’s problems, the organization becomes better equipped to handle objections, minimize the impact of losing to the status quo, increase win rates, and steer clear of arbitrary feature requests.

CLOSE DEALS FASTER WITHOUT THE HASSLE

Shortening sales cycles has always been difficult. Salespeople are notorious for just pushing deals out, until they miraculously close or close lost, because . . . (insert a lame salesperson excuse). Fixing long sales cycles starts with discipline from leadership to hold the sales team accountable for identifying and highlighting the buyer’s urgency to change and why waiting is more costly than moving forward.

Implementing firm and consistent qualification criteria that is customer-centric (AKA, no BANT or MEDDIC. That’s you focused) will begin cleaning up the pipeline. Implementing a sales methodology will create consistency in how deals are discussed in both deal reviews and pipeline meetings. Structuring value-based conversations around the buyer’s business problems will outline a buyer’s motivation to change, what they are changing, how, when, and the value of change.

Dissatisfied clients can be a sign of poor communication. When teams miss deadlines or appointments, superiors tend to be frustrated and stressed, but so do clients. 

When communication is effective, you can express yourself in a comprehensible manner, and the person you’re communicating with understands the message correctly. 

While leadership presents to each of us the opportunity to demonstrate the best of what we are, it also exposes our limitations. In many cases, good leaders have to overcome those limitations in order to transmit and follow their vision. Fear, lack of confidence, insecurity, impatience, intolerance (all can act as barriers to leadership. At the same time, acknowledging and overcoming them can turn a mediocre leader into a great one.

Maximizing your team's performance for efficiency can help your organization accomplish its goals in a timely and cost-effective manner. The success of any organization relies heavily upon its employees' performance—when employees are productive, engaged and motivated, they can more easily meet the targets you set for them as a manager.